The Art of Negotiation

Work Your Way around Obstacles and Negotiate Successfully

Course Description: Negotiation is an important skill used in almost every aspect of life. Learn how to acquire the skills necessary to negotiate successfully. Explore the multiple factors that affect negotiation, delve into the steps of the negotiation process, and discover various negotiation tactics.

Author: Robert Ash

Runtime: 2hrs. 20min.

Lessons: 93

Lessons		Time (Min:Sec)
Introduction PREVIEW, CLICK HERE		00:54
Chapter 1: Negotiation Basics
Overview PREVIEW, CLICK HERE		00:26
What Is Negotiation? PREVIEW, CLICK HERE		00:36
Risk Taking		01:41
Negotiation Skills		01:05
Price Tags		02:52
Chapter 2: Negotiation Factors
Overview		00:48
The Behavior Process		01:09
The Motivation Process		01:17
Understanding Needs		01:25
Give/Get Principle		00:41
The Communication Process		01:28
Authority and Power		01:06
Conflict Resolution Styles		00:53
Chapter 3: Behavior Factors
Overview		00:13
Values		00:59
Personality		02:32
Perception		01:22
Attitude		01:13
Behavior Components		01:29
Chapter 4: Motivation Factors
Overview		00:48
Needs		00:44
Drive		00:59
Behavior		00:36
Satisfaction		00:57
Reinforcement		01:24
The Motivation Process		03:13
The Hierarchy of Needs		01:18
Physiological Needs		01:25
Safety/Security Needs		01:30
Social Needs		01:04
Esteem Needs		02:51
Self-Actualization Needs		02:03
Maslow's Hierarchy of Needs		02:00
Chapter 5: The Communication Process
Overview		00:46
The Sender		02:01
Transmission Area		00:54
The Receiver		02:00
Feedback		00:36
The Process		01:28
Nonverbal Communication		01:40
Chapter 6: The Give/Get Principle
Overview		00:35
Givers and Takers		00:44
A Successful Attitude		00:52
A "Can Work" Attitude		00:46
A Failure Attitude		00:40
Chapter 7: Authority & Power
Overview		00:33
Authority		01:34
Power		02:01
Sources of Power		03:13
Chapter 8: Conflict Resolution Styles
Overview		00:39
Avoidance Style		00:58
Accommodating Style		00:41
Win/Lose Style		01:06
Compromising Style		00:49
Problem Solving Style		00:57
Visualizing the Styles		01:10
Chapter 9: The Negotiation Steps
Overview		01:02
Step One		01:01
Step Two		02:00
Step Three		00:40
Step Four		00:37
Chapter 10: Step 1: Preparation & Goal Statements
Overview		00:40
The Planning Process		02:07
Knowing the Issues		00:45
Gathering Information		01:27
Mistakes of Negotiating		02:36
Chapter 11: Step 2: Establishing Dominance
Overview		00:27
What Is Dominance?		00:50
How to Establish Dominance		08:22
Chapter 12: Step 3: Negotiating Using Tactics
Overview		00:53
Establishing a Floor and Ceiling		06:55
Emotional Detachment		03:22
Getting Information		02:41
Using Silence		01:44
Higher Authority		02:59
Limited Authority		00:51
Handling Objections		01:18
Answering Questions		04:04
Pleading Past Precedence		01:54
Walking Out		02:37
Good Guy/Bad Guy		01:56
Bracketing		03:28
Nibbling		00:52
Team Approach		00:31
Forgiveness		01:38
Standard Practice		00:33
Chapter 13: Step 4: Agreeing & Partnering
Overview		00:44
End of Negotiating		00:38
Building Bridges		01:11
Affirming Agreements		01:33
Reviewing		01:22
Conclusion		01:00