Learn how to get opportunities, promotions, buy-in, and support for your work by negotiating for yourself.
Overview
Syllabus
Introduction
- Welcome
- Why negotiation is important
- What do people negotiate about?
- Common negotiation pitfalls to avoid
- How we get in our own way
- Know what you want
- How to gather information and aim high
- How to make your value visible
- Understand your bargaining power
- How to use your BATNA
- Anchor with options
- Identify your interests, issues, and positions
- Make mutually beneficial agreements
- Anticipate good reasons for saying "no"
- Use what you know
- How to get negotiations started
- Ask good questions
- How to advance stuck negotiations
- How people use offensive moves
- How offensive moves lead to defensiveness
- How to use turns to shift the dialogue
- Expect moves and prepare to turn them
- Next steps
Taught by
Debbie Kolb and Elizabeth Robillard
