Reading the room
Negotiation skills: the foundations.
- 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
Much of what people communicate sits in tone, posture and timing rather than words, but reading it well depends on humility. This module corrects the seven per cent claim drawn from Mehrabian, then covers Schulz von Thun's four sides of a message, active listening, incongruence and baselines, Dieken's three habits and Goleman's emotional intelligence. The TSA's SPOT programme shows the limits of reading behaviour, alongside Ekman, proxemics, culture and video calls. Negotiation is an everyday, voluntary exchange, and the strongest agreements come from understanding why people want something rather than what they demand. This module covers Fisher and Ury's principled negotiation, soft, hard and principled bargaining, anchoring and framing from Kahneman and Tversky, and the core concepts of BATNA, reservation price and ZOPA. The Camp David talks of 1978 show interests and a single negotiating text unlocking agreement.
What you'll develop
In this Bitesize, you will develop the ability to:
- Explain what Mehrabian's research actually found, and identify the four sides of a message using Schulz von Thun's model.
- Use paraphrasing, reflecting feeling, clarifying and summarising to listen actively in a difficult conversation.
- Assess incongruence against an individual's own baseline, treating each reading as a hypothesis to test with a question rather than a verdict.
- Distinguish positions from interests and apply Fisher and Ury's four principles of principled negotiation.
- Determine your BATNA and reservation price, and assess whether a zone of possible agreement exists.
The Modules.
1 hour 30 minutes of learning.
- 04Reading the Room: Non-Verbal Communication and Emotional IntelligenceMuch of what people communicate sits in tone, posture and timing rather than words, but reading it well depends on humility. This module corrects the seven per cent claim drawn from Mehrabian, then covers Schulz von Thun's four sides of a message, active listening, incongruence and baselines, Dieken's three habits and Goleman's emotional intelligence. The TSA's SPOT programme shows the limits of reading behaviour, alongside Ekman, proxemics, culture and video calls.45 min
- 05Negotiation Foundations: From Positions to InterestsNegotiation is an everyday, voluntary exchange, and the strongest agreements come from understanding why people want something rather than what they demand. This module covers Fisher and Ury's principled negotiation, soft, hard and principled bargaining, anchoring and framing from Kahneman and Tversky, and the core concepts of BATNA, reservation price and ZOPA. The Camp David talks of 1978 show interests and a single negotiating text unlocking agreement.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, Persuasion and preparation, 4 hours, £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
Also part of: No title required, Working with politicians
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
- Before you sit downNegotiation preparation and tactics1 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
