Negotiation Skills
A flexible course in the essentials of Negotiation:
- Module 1: Fundamentals
- Module 2: Process
- Module 3: People
- Module 4: Skills
Slides:
Module 1 – Negotiation Module One
Module 2 – Negotiation Module Two
Module 3 – Negotiation Module Three
Module 4 – Negotiation Module Four
Handouts:
Module 1:
Module 2:
Module 3:
Module 4 –
- Breakout 1 Verbal Clues Questions
- Breakout 1 Verbal Clues Complete
- Breakout 2 The Buyer
- Breakout 2 The Seller
Reading List:
Negotiation Skills – recommended reading
Watch:
William Ury – The Walk from ‘no’ to ‘yes’ – https://youtu.be/Hc6yi_FtoNo
The Harvard Principles of Negotiation – very good – https://youtu.be/RfTalFEeKKE
If your approach to negotiation is to win, then you’ll find this interesting from Chris Voss. Hostage negotiation is not the same as commercial negotiation! – https://youtu.be/_UaH98O7ku8
These are not rules, they are tactics – https://youtu.be/I_s9jhe59VY
George Clooney in Up In The Air (NSFW) – https://youtu.be/qyL7TG6SzDU