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Negotiation Skills
Introduction and The Principles of Collaborative Negotiation
Welcome and Course Overview (5:46)
Why Good Negotiation Practice Leads to Better Relationships (3:22)
Shameless Book Plug (1:06)
Millie's Cookie Story (6:37)
Exercise 1: Intentions / Objectives for This Programme (1:22)
Giving Structure to Your Negotiation Strategy
Negotiation is not (2:00)
Distinguishing Negotiation from -Haggling- (6:46)
The 7 Steps to Negotiation Success (5:47)
Exercise 2: Giving Structure to your Negotiations (0:41)
Step One – Preparing Yourself for Collaborative Negotiation
Preparing Yourself and Your WIN Outcomes (5:47)
Exercise 3: Securing Commitment to Negotiate (0:57)
The 4 P's (1:14)
The Importance of Personality (2:13)
We, Then Me (2:25)
Exercise 4: The 4 P's (0:53)
Step Two – Preparation - Understanding the Power of Variables
Introduction to Variables (3:30)
Video Examples of Excellent Creativity in Variables (2:36)
Exercise 5: Understanding the Power of Variables (1:11)
Using the WIN Matrix (3:01)
Exercise 6: Write Your Win Matrix (1:38)
Step Three – Understanding Your Partner's Point of View
Introduction (1:19)
Example Story- Maps of the World - Dyl's Den (3:21)
Exercise 7: Stepping Into Your Partner's Shoes (1:05)
Step Four – Discussing
Introduction- Stating Intentions (3:55)
Co-Active Listening- Are You Really Listening- (2:26)
The Power of Pause (1:13)
Exercise 8: Using Open Questions (1:23)
Exercise 9: Going Above and Beyond Their Wildest Dreams (0:55)
Exercise 10: Socratic Questioning (3:39)
Exercise 11: Creating a Discussion Agreement Statement (0:56)
Step Five – Proposing
Introduction to the Propose Stage (4:42)
Exercise 12: Putting Your Proposal into Writing (1:11)
Step Six – Bargaining
Introduction (1:48)
Exercise 13: Creating a Bargaining Agreement Statement (1:44)
The Power of Silence (3:58)
Exercise 14: Developing Your Time-Out Strategy (1:18)
Step Seven – Agreeing
Introduction to Bargaining (3:53)
The Written Columbo (2:19)
Exercise 15: Drafting an "Agreement In Principle" (1:25)
Getting Yourself Out of the Way - The Human Operating System
Introduction – The Missing Link (4:15)
Exercise 16: Noticing Your Thinking (1:49)
What Does this Mean in Your Negotiations? (2:47)
Understanding Personality
Why Personality? (4:53)
Introducing the 4 Colours (4:00)
Introducing the 8 Aspects (3:57)
Inspiration v Discipline Driven (3:33)
Exercise 17: Teddy Bear (0:30)
Big Picture vs Down to Earth (3:19)
Exercise 18: Football Club Trip (0:58)
People Focused vs Outcome Focused (2:10)
Splash App (2:01)
Exercise 19: Completing Your Own Assessment (1:07)
Negotiation with Different 'Personality Types' (4:28)
Using the Seven Steps at Home
Introduction (3:47)
Avoiding Common Gambits Some Negotiators Use
Nibbling - The Columbo (2:12)
The Flinch (2:02)
The Red Herring (1:26)
Higher Authority (1:29)
The Reluctant Buyer - Seller (0:39)
The Best of a Bad Choice (1:15)
Conclusion – Can You Really Get More by Giving More?
Conclusion and Thank You (1:50)
BONUS LECTURE
Exercise 15: Drafting an "Agreement In Principle"
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