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LinkedIn Learning

Negotiation Foundations

via LinkedIn Learning


Learn core negotiation skills to get win-win outcomes every time.

When it comes to negotiation, shifting your mindset from "a battle to be won" to "a problem-solving conversation" can improve your results dramatically. In this course, leadership coach, negotiation expert, and author Lisa Gates demonstrates the core skills of interest-based negotiation to get win-win outcomes every time. Learn a step-by-step strategy for negotiating everyday workplace issues, from asking for a raise or promotion to pitching ideas and resolving conflict. Lisa covers techniques such as diagnostic questions, anchoring, framing, and labeling, which help you navigate impasse and generate satisfaction on both sides of the bargaining table. Along the way, discover how to prepare for a negotiation, cultivate your influence, get into a zone of agreement even when you have to say "no," and negotiate remotely over phone or email. Lisa also shares her best negotiation tips and tricks and provides worksheets to practice your skills.


  • Welcome
1. The Basics of Negotiation
  • Developing a negotiation mindset
  • The three core negotiation practices
  • Anchoring and framing for mutual benefit
  • Listening and building tactical empathy
  • Trading things of value
  • The wrong and right way to negotiate
2. Getting Ready for a Negotiation
  • Researching and preparing
  • Identifying priorities and designing options
3. Engaging Your Allies
  • Understanding how influence works
  • Creating your influence plan
4. Getting Through and Past No
  • Understanding conflict styles
  • A template for getting past no
  • A template for saying no
5. Essential Negotiation Tips and Strategies
  • Dealing with contentious tactics
  • Negotiation hacks
6. Negotiating at a Distance
  • Telephone and videoconference
  • Email and text
  • Next steps

Taught by

Lisa Gates

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