- Introduction 00:01:41
- Why We Avoid Negotiating 00:03:20
- How To Overcome Embarrassment And Pride 00:03:55
- Is It OK To Lie? 00:04:41
- Fear Of Losing The Deal 00:04:13
- Instead Of "Yes" Or "No," Negotiate 00:02:35
- When You Should Think About Negotiating 00:04:28
- Set Your Limit And Stick To It 00:05:14
- Your Limit Vs. Your Opening Offer 00:04:42
- Prepare Your Tradables 00:04:42
- Prepare Their Weaknesses 00:03:28
- Don't Open First 00:05:12
- How To Calculate Your Opening Offer 00:04:47
- Watch For The Flinch 00:04:18
- Don't Use Round Numbers 00:04:13
- The Vice Technique 00:03:27
- Knocking The Product 00:02:43
- The Reluctant Buyer Technique 00:03:08
- Hiding The Value Of Tradables 00:03:55
- The Salami Technique 00:05:45
- Time Pressure 00:03:40
- The Meaning Of Win-Win 00:04:22
- How To Trade 00:06:47
- Use Small Steps 00:03:23
- Illustrating The Importance Of Trading 00:08:01
- Negotiating In Action 00:03:57
- Final Offers 00:03:24
- Splitting The Difference 00:03:12
- The Nibble Technique 00:03:48
- The Quivering Pen 00:03:00
- How To Practice 00:03:06
- Summary 00:01:51
- Test on Negotiation Skills 00:00:00
Negotiation skills aren't just important for the sales professionals among us. With a little practice, anyone can learn the simple rules of negotiation to get a great deal on a new car or house, or achieve greater success at work by getting better deals with suppliers, customers, and even colleagues. In this course, master negotiator Chris Croft walks through all the phases of a negotiation, from deciding to negotiate to closing. Chris discusses how to plan your negotiation and calculate your opening offer. Plus, he takes you through a series of specific negotiation tactics, demonstrates how to come to a win-win situation through the use of trading, and goes into how to close the deal.
Learning objectives
• Why we avoid negotiating
• When you should think about negotiating
• Planning your negotiation
• Calculating your opening offer
• Leveraging different negotiation tactics
• How to trade
• Closing
• Determining if you should walk away
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