Welcome to the course on expert of negotiation tactics. This course aims to teach you key elements of tactical negotiations. You will learn how to enter discussions well-prepared with data that supports your position. The course will help you establish your negotiating stance or respond to tough negotiators in a professional manner while not disclosing your final standpoint. Additionally, I will cover less common topics, such as ambitious goals and challenges in closing deals within an organization.
I want to touch base on AI here. What AI is missing and won’t achieve anytime soon is decades of experience. While many companies are incorporating AI tools internally, none of them want to train AI models on their data. Larger companies want to refrain from providing an environment in which startups operate on the same playing field.
negotiation tactics
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Lesson 1: Understanding your objectives
You will learn to define and prioritize your financial and non-financial tactical goals, set an ambitious stretch goal, and understand the critical role of cost considerations and strategic preparation to maximize negotiation outcomes.
You will learn to define and prioritize your financial and non-financial tactical goals, set an ambitious stretch goal, and understand the critical role of cost considerations and strategic preparation to maximize negotiation outcomes.
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Lesson 2: GatherIng Information
You will learn the importance of benchmarking and understanding both your and the other party's emotional and strategic drivers to frame compelling offers and effectively leverage opportunities and constraints during negotiations.
You will learn the importance of benchmarking and understanding both your and the other party's emotional and strategic drivers to frame compelling offers and effectively leverage opportunities and constraints during negotiations.
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Lesson 3: Data based Approach
You will learn to use data strategically to identify and evaluate alternatives, understand both your BATNA and the other party’s potential options, and adapt your negotiation approach to maximize value while staying flexible and prepared for unexpected developments.
You will learn to use data strategically to identify and evaluate alternatives, understand both your BATNA and the other party’s potential options, and adapt your negotiation approach to maximize value while staying flexible and prepared for unexpected developments.
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Lesson 4: Psychology of negotiations
You will learn that setting ambitious stretch goals in negotiations encourages creativity, confidence, and strategic persistence, helping you aim higher and achieve better outcomes while staying realistic and flexible to maintain credibility and relationships.
You will learn that setting ambitious stretch goals in negotiations encourages creativity, confidence, and strategic persistence, helping you aim higher and achieve better outcomes while staying realistic and flexible to maintain credibility and relationships.
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Lesson 5: Creating your negotiations strategy
You will learn how to define and operate within the Zone of Possible Agreement (ZOPA) using your BATNA, stretch goals, and the other party’s BATNA, while continuously refining your negotiation strategy to create or expand value and know when to walk away if no overlap exists.
You will learn how to define and operate within the Zone of Possible Agreement (ZOPA) using your BATNA, stretch goals, and the other party’s BATNA, while continuously refining your negotiation strategy to create or expand value and know when to walk away if no overlap exists.
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Lesson 6: Anchoring
You will learn that creating and recognizing anchors in negotiations is crucial for influencing outcomes, maintaining strategic strength under pressure, and effectively countering tactics or unexpected variables from the other party.
You will learn that creating and recognizing anchors in negotiations is crucial for influencing outcomes, maintaining strategic strength under pressure, and effectively countering tactics or unexpected variables from the other party.
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Lesson 7: Before the start
You will learn how to strategically prepare for both in-person and digital negotiations, build rapport effectively, understand cultural dynamics, and recognize psychological cues to navigate complex interactions successfully.
You will learn how to strategically prepare for both in-person and digital negotiations, build rapport effectively, understand cultural dynamics, and recognize psychological cues to navigate complex interactions successfully.
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Lesson 8: Offers and Counteroffers
You will learn how to strategically present and manage your initial offer, control the tempo and information flow, address both advantages and disadvantages of your proposal, and respond effectively to counteroffers to achieve a mutually beneficial outcome.
You will learn how to strategically present and manage your initial offer, control the tempo and information flow, address both advantages and disadvantages of your proposal, and respond effectively to counteroffers to achieve a mutually beneficial outcome.
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Lesson 9: Risks
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
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Lesson 10: Outliers
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
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Lesson 11: "Don't ask" questions
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
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Lesson 12: Closing the deal
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
You will learn the importance of developing a market pattern strategy to anticipate competitive shifts and disruptions, assess risk appetite, and leverage economic factors in negotiations while understanding when risk mitigation options are necessary or expendable.
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Try something new
Try Something New: Explore Fresh Approaches to Negotiation
Embrace the opportunity to step outside your comfort zone and try new techniques that can elevate your negotiation skills. By experimenting with different strategies, you can discover more effective ways to communicate, collaborate, and reach mutually beneficial outcomes. Don’t be afraid to challenge traditional methods—sometimes the most innovative solutions come from a willingness to try something new.
