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[2023] Negotiating: Learn How to be a Better Negotiator in 70 Minutes
Integrative Bargaining and the Great Negotiation Debate
Welcome: Let’s Start Building Your Negotiation Skills (2:59)
Let’s Learn the Fundamentals of Creating Value through Negotiation (3:26)
Download the Course's Integrative Negotiation Resources
Case Study: More than Cash at the Summer Cottage (4:39)
Alternatives: The Heartbeat of Strategic Negotiating
Three Key Concepts: The BATNA, Issues, and Interests (4:00)
How to Create an Advantage through Preparation (3:40)
One CEO on the Power of Alternatives in Buy/Sell Situations (3:59)
Voices from the Field: How Can I Generate Leverage During Negotiations? (2:35)
Case Study: Time Warner’s BATNA Fail (2:43)
Case Study: The New Hire’s Compensation Package (4:08)
Find Time Warner’s BATNA During Negotiations with CBS (1:00)
Negotiation Communications: Claiming Value while Giving Value
Reciprocity and the Ant Army (3:43)
Two Ways to Create a Collaborative Environment (2:17)
Let’s Build Your Muscles around Labelling Concessions (3:55)
Reciprocal Communications II: Concessions in Installments (2:39)
Voices from the Field: What Negotiation Communication Tips Can You Share? (3:41)
Closing Deals: Creativity, Pressure Resources, and Subjective Value
Leveraging Subjective Value and a Focus on the Decision Maker (3:49)
5 Communication Upgrades when You’re Negotiating (3:41)
Building Deal Creativity Muscles: The Disney / Pixar Case Study (2:40)
The Psychological Factors that Impact Negotiations (3:09)
Deeper Dive: Subjective Value at the San Diego Port (3:29)
Deeper Dive: Bringing Your Interests “into the Room” (3:31)
Voices from the Field: What Can I Do to Close More Deals? (4:25)
Let's Wrap and Get You Your Certificate (3:37)
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Building Deal Creativity Muscles: The Disney / Pixar Case Study
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