Negotiation Guru: How to Convince Anyone and Earn Even More
Techniques and methods to help you strike successful deals
Lesson 1. What are negotiations and how do they differ from sales?
We will find out why negotiations are needed at all: how to use them to establish relationships for life, improve the company’s image and your own reputation in the eyes of superiors. We will analyse what types of business negotiations there are and how negotiations with subordinates differ from legal and commercial negotiations. We will clarify the fundamental difference between sales and negotiations.
Lesson 2. Basic rules and stages of negotiations
We will talk about what you should take into account at each stage of the negotiations. You will learn what stages preparation for negotiations consists of, how to develop a negotiation plan, where to look for information about a business partner, what needs to be done at the stage of establishing contact so that negotiations are effective. We will analyse the soft, firm and principled tactics of reaching an agreement. In additional materials, you will find the popular Rule of four proposals method of persuading a partner.
Lesson 3. Strategies and negotiation techniques
We will discuss the most effective strategies - win-win, win-lose, lose-lose ones, as well as techniques - small steps, an internal observer, an empty cabinet technique, an “if” instead of a “no”. Please note that we not only discuss, but also teach how to use these strategies and techniques in practice. We will also take a look at a very valuable negotiating paradox - the prisoner's dilemma. In addition, you will find tips on the etiquette of business negotiations in the lesson. At the end of it, you will receive homework.
Lesson 4. Dealing with objections
You will learn all about objections - what are the causes of their occurrence, how to prevent it with the help of objection prevention. We will teach you four effective methods of persuasion, as well as manipulative traps developed by experts in the consumer psychology field. Additional materials include ways to control the speed of negotiations, as well as four principles for applying a popular form of pressure associated with a deadline. For your homework, you will create your own objection guide.
Lesson 5. Tough negotiations: preparation, strategies, examples
We will talk about the tough style of negotiations. You will learn to distinguish a lie, resist pressure and threaten so that you yourself do not suffer from your threats in the end. We will look at the most popular strategies for tough negotiations – an ultimatum, emotional swings, an unexpected ending. We will give you a checklist to prepare for tough negotiations; after following all the recommendations, you will become truly invulnerable. In the appendix, you will find tips for working with different categories of difficult people, as well as the techniques by which they are taught to negotiate at Harvard.
Lesson 6. National features of negotiations
We will learn to take into account national peculiarities of partners when building a negotiation strategy. We will talk about the attitude to money, time, business and other key concepts of different nationalities. We will analyse Russian, American, French, Japanese, English, Chinese, Arabic, German, Spanish and Italian negotiation styles. In additional materials for the lesson, you will find the rules of small talk with examples of dialogues in English, analysis of Russian negotiators’ popular mistakes, and the rules of gift etiquette.
Lesson 7. Non-verbal aspect of negotiations
60–70% of the information people read not from the partner’s speech, but from their non-verbal behaviour. We have gathered a lot of useful information on non-verbal communication for you in this lesson. You will learn what gestures in negotiations mean and how to interpret them correctly, what you can understand from the posture and position of the legs, what an ideal handshake should be, how to win your partner over using eye contact and other gestures. In the appendix to the lesson, you will find an explanation of body language from the famous psychologist Max Eggert, as well as the recommendations of psychology professor Albert Mehrabian.
Lesson 8. Analysis of the negotiation results
Negotiations do not always end in success, and that’s okay. In case of a negative result, it is important to be able to analyse the negotiation results and learn from them. In this lesson, we will give you tools that will be useful to you in your analysis. We will give you criteria for the negotiation effectiveness, as well as teach you to analyse and classify arguments. At the end of the lesson is a checklist of popular negotiator mistakes, and in the appendix you will find an algorithm for analysing negotiations.