Negotiation Techniques e-learning
What to say, when and how, in order to succeed in your business negotiations
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A series of very practical and easy-to-implement negotiation techniques: what to say, when to say it, and how, all presented in short bite-size 3 to 5 minute videos so you can learn while on the go.
For each technique, you will be presented with a filmed scenario with an explanation of what the negotiator in the video is trying to achieve out of the negotiation. The instructor will present the challenge the negotiator faces and the corresponding traps in the negotiation.
The instructor will then explain in detail to you the technique that responds to the situation: what to say, when and how. He will also explain the logic of the technique and the impact of using the technique on the negotiator's counterparty.
The negotiator in the video is invited to re-run the same negotiation a second time, this time using the presented technique, where you will get to see the different negotiation result possible.
All the techniques are an eye-opener: even if you choose not to use a technique yourself, you will identify what your counterparty is doing and where appropriate, you will be equipped with the antidote if the technique is used on you by your counterparty!
The techniques are organised into four sections with different objectives within the negotiation:
- Control and lead the discussion in a way conducive to getting the best result
- Influence your counterparty
- Leverage the psychology of your counterparty so that he/she perceives your proposals in a more positive light
- Exploiting emotional intelligence in a negotiation.
After each technique is presented, the instructor answers the most frequently asked questions regarding the practical use and implementation of that technique.
At the end of each section of techniques, through multiple choice quizz questions, you will be put into negotiation situations and asked "what would you do in this situation?"
All the techniques presented are in the spirit of leading a collaborative win-win negotiation to co-construct a solution with your counterparty, thus helping to build durable and constructive relationships with your business partners.
Duration of course: approx. 3 hours
Your Instructor
Alexis is an expert in negotiation who has devoted a significant part of his 25 year career to negotiating all types of business agreements: financial, commercial, employee agreements, partnerships, etc. His experience has been acquired in difficult operating environments: he negotiated the sale of numerous assets in the British Telecom group following the dotcom bubble burst. He was part of the team that restructured one of Europe’s largest ever corporate failures at Vivendi Universal through a $20 billion asset sale and refinancing programme under the control of the creditor banks. More recently, Alexis was responsible for renegotiating many of the Danone partnerships and their financing structures, following the global liquidity crisis of 2008/9. In 2010 set up his own consulting and training company, Concordia, accompanying companies and individuals with their business negotiation challenges.
Course Curriculum
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Start5. Anchor the first proposal (7:47)
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Start6. Counter-anchor your counterparty's proposal (4:10)
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Start7. Ask for the objective reasoning behind your counterparty's position (8:38)
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Start8. What's in it for your counterparty? (3:27)
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StartYour turn - what would you do in the following situations?