| Introduction and The Principles of Collaborative Negotiation |
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Welcome and Course Overview |
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Why Good Negotiation Practice Leads to Better Relationships |
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Shameless Book Plug |
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Millie’s Cookie Story |
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Exercise 1: Intentions / Objectives for This Programme |
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| Giving Structure to Your Negotiation Strategy |
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Negotiation is not |
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Distinguishing Negotiation from -Haggling |
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The 7 Steps to Negotiation Success |
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Exercise 2: Giving Structure to your Negotiations |
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| Step One – Preparing Yourself for Collaborative Negotiation |
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Preparing Yourself and Your WIN Outcomes |
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Exercise 3: Securing Commitment to Negotiate |
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The 4 P’s |
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The Importance of Personality |
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We, Then Me |
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Exercise 4: The 4 P’s |
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| Step Two – Preparation - Understanding the Power of Variables |
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Introduction to Variables |
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Video Examples of Excellent Creativity in Variables |
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Exercise 5: Understanding the Power of Variables |
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Using the WIN Matrix |
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Exercise 6: Write Your Win Matrix |
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| Step Three – Understanding Your Partner's Point of View |
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Introduction |
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Example Story- Maps of the World – Dyl’s Den |
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Exercise 7: Stepping Into Your Partner’s Shoes |
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| Step Four – Discussing |
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Introduction- Stating Intentions |
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Co-Active Listening- Are You Really Listening |
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The Power of Pause |
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Exercise 8: Using Open Questions |
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Exercise 9: Going Above and Beyond Their Wildest Dreams |
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Exercise 10: Socratic Questioning |
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Exercise 11: Creating a Discussion Agreement Statement |
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| Step Five – Proposing |
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Introduction to the Propose Stage |
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Exercise 12: Putting Your Proposal into Writing |
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| Step Six – Bargaining |
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Introduction |
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Exercise 13: Creating a Bargaining Agreement Statement |
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The Power of Silence |
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Exercise 14: Developing Your Time-Out Strategy |
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| Step Seven – Agreeing |
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Introduction to Bargaining |
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The Written Columbo |
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Exercise 15: Drafting an “Agreement In Principle” |
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| Getting Yourself Out of the Way - The Human Operating System |
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Introduction – The Missing Link |
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Exercise 16: Noticing Your Thinking |
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What Does this Mean in Your Negotiations? |
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| Understanding Personality |
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Why Personality? |
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Introducing the 4 Colours |
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Introducing the 8 Aspects |
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Inspiration v Discipline Driven |
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Exercise 17: Teddy Bear |
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Big Picture vs Down to Earth |
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Exercise 18: Football Club Trip |
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People Focused vs Outcome Focused |
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Splash App |
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Exercise 19: Completing Your Own Assessment |
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Negotiation with Different ‘Personality Types’ |
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| Using the Seven Steps at Home |
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Introduction |
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| Avoiding Common Gambits Some Negotiators Use |
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Nibbling – The Columbo |
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The Flinch |
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The Red Herring |
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Higher Authority |
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The Reluctant Buyer – Seller |
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The Best of a Bad Choice |
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| Conclusion – Can You Really Get More by Giving More? |
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Conclusion & Thank You |
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Bonus Lecture |
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| Assessment |
| Mock Exam |
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Mock Exam – Negotiation and Agreement Training |
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00:20:00 |
| Final Exam |
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Final Exam – Negotiation and Agreement Training |
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00:20:00 |
| Order Your Certificate |
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Order Your Certificate New |
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00:00:00 |
