Negotiation tutorial Integrative bargaining tactics Expanding the pie

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http://youtube.com/watch?v=m6Dgq-p4Tsc

This negotiation techniques tutorial introduces the core strategies for integrated or interest-based barganing. • Watch more at https://www.udemy.com/mba-in-a-box-bu... . • This tutorial is part of a series of short movies on how to be an effective negotiator. The complete module can be found on Udemy, as a core part of the MBA in a Box course by CEO Valentina Bogdanova and 365 Careers. • Hope you will enjoy the video! Here's a link to the full course on Udemy: • https://www.udemy.com/course/mba-in-a... • Among business strategy and marketing insights, the course delivers repeatable tactics and bargaining strategies that can be widely applied across professional and personal settings. • Negotiation module table of contents: • 1. Negotiation: An Introduction • Intro to Negotiation • Why is negotiation a core managerial skill? • Why are people bad negotiators? • 2. Negotiation: The negotiation toolbox • Understanding BATNA • Reservation point and the Bargaining range • 3. Negotiation: The importance of preparation • Assessing yourself • Assessing your opponent • Assessing the situation • 3. Negotiation: Types of negotiation • Distributive negotiations (Slicing the pie) • Distributive strategies (Pie-slicing strategies) • Interest-based bargaining • Interest-based negotiation strategies • Claiming • Choosing the correct negotiation strategy • 4. Negotiation: Subtleties that will help you in the long run • Adverse tactics and protecting yourself from them • Conflict resolution • Establishing trust • Broken trust and how to repair it • Mediums of negotiation • 5. Negotiation: A Complete Negotiation Case Study • The negotiation between Disney and Lucasfilm • • -------------------------------- • Probably the most crucial technique for successful interest-based negotiations is perspective-taking. This is the most straight-forward way to understand your partner’s interests, and where they’re coming from. And as a result, you will be much more informed and better at solving problems mid-negotiation, or answering their attempts to set an anchor. • Ask diagnostic questions. You can try with the W questions that invite an open response, like What? Why? When? Where? and their non-W cousin, How. • But remember that negotiations are a back-and-forth process, and this entails that you need to provide your partner with knowledge about what you’re after and what your priorities are. • If you disclose information about your party, it will signal that you are approaching these negotiations openly, which will invite the principle of reciprocation to enter play. • Engage in active listening. This allows you to then go and make your own deductions about your counter-party’s interests, even if they are not being completely open with you, and more importantly, you will get a sense of what their preferences are and how they rank. • Make package deals. Package deals are useful for two main things – they allow the negotiating parties to come up with trade-offs between individual issues, and they make reaching an impasse much less likely. • On Facebook: / 365careers • On the web: http://www.365careers.com/ • On Twitter: / 365careers • Subscribe to our channel: / 365careers

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