Before you sit down
Negotiation preparation and tactics.
- Level
- Bitesize
- Learning time
- 1 hour 30 minutes
- Where
- Influence, Persuasion and Negotiation
- Price
- £39
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Read the full terms
Certificate of Completion
Overview and Outcomes.
Overview
Everyone brings an instinctive negotiating style to the table, usually long before any theory is applied. This module maps five styles on the Thomas-Kilmann dimensions of assertiveness and cooperativeness, shows how to diagnose a counterpart quickly and adapt without changing your substance, and reviews evidence on personality, mood and gender. It draws on Herb Cohen's power, time and information and G. Richard Shell's six foundations, alongside walking away and the debrief. Good negotiators are distinguished more by preparation and process than by charm. This module draws on Howard Raiffa's characteristics of effective negotiators, the five phases from prepare to agree, the discipline of if and then, classic tactics, the negotiator's dilemma and Gavin Kennedy's red, blue and purple behaviour. A composite local government reorganisation case shows the toolkit at work, alongside packaging, silence, written confirmation, the pre-mortem and repeated games.
What you'll develop
In this Bitesize, you will develop the ability to:
- Identify your own default negotiating style among the five styles and explain the cost of over-using it.
- Diagnose a counterpart's style from their opening move, use of silence and answer to an open question, and adapt your style without changing your substance.
- Use preparation, ambitious and justified goals, self-regulation and a structured debrief to strengthen your negotiating practice.
- Plan a negotiation through the five phases, including interests, BATNA, reservation price and the full list of tradeable issues.
- Identify classic tactics such as acting crazy, the big pot, limited authority and the well is dry, and respond to them calmly.
The Modules.
1 hour 30 minutes of learning.
- 06Know Yourself, Know Your Counterpart: Negotiating StyleEveryone brings an instinctive negotiating style to the table, usually long before any theory is applied. This module maps five styles on the Thomas-Kilmann dimensions of assertiveness and cooperativeness, shows how to diagnose a counterpart quickly and adapt without changing your substance, and reviews evidence on personality, mood and gender. It draws on Herb Cohen's power, time and information and G. Richard Shell's six foundations, alongside walking away and the debrief.44 min
- 07The Negotiator's Toolkit: Preparation, Process and TacticsGood negotiators are distinguished more by preparation and process than by charm. This module draws on Howard Raiffa's characteristics of effective negotiators, the five phases from prepare to agree, the discipline of if and then, classic tactics, the negotiator's dilemma and Gavin Kennedy's red, blue and purple behaviour. A composite local government reorganisation case shows the toolkit at work, alongside packaging, silence, written confirmation, the pre-mortem and repeated games.45 min
Keep going.
Part of the Influence, Persuasion and Negotiation topic, also sold whole as Getting to yes, well.
Go deeper, and pay only the difference
- You are hereBitesize, 1 hour 30 minutes, £39
- Next stepFocus, Ready for the table, 3 hours, £69. Already own the Bitesize? You pay £30.
- Explore, At the table, 5 hours 30 minutes, £129. Already own the Bitesize? You pay £90.
- The whole topicImmerse, Getting to yes, well, 9 hours 30 minutes, £249. Already own the Bitesize? You pay £210.
When you step up to a higher level, what you paid in the last 12 months for lower-level courses inside the bigger course comes off its price, in proportion to how much of each is inside it, whichever topic it's from. Courses at the same or a lower level don't give credit against each other. A Focus course or above always costs at least £15. Prices per person. Read the full terms
Other Bitesize in the Influence, Persuasion and Negotiation topic
- Where influence really comes fromPower, authority and influence at work1 hour£39
- The art of the persuasive caseCialdini's principles of persuasion and rhetoric1 hour 30 minutes£39
- Reading the roomNegotiation skills: the foundations1 hour 30 minutes£39
- Listening your way to yesTactical empathy, Chris Voss and negotiation1 hour 30 minutes£39
- Alliances and corridorsCoalition building and office politics1 hour 30 minutes£39
- Persuasion at work, case by caseInfluence and negotiation case studies45 minutes£39