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LinkedIn Learning

Negotiation Skills

via LinkedIn Learning

Overview

Learn skills and tactics that can help you succeed in every negotiation, whether you're asking for a raise or buying a car.

Syllabus

Introduction
  • Everyone needs to negotiate
1. Decide to Negotiate
  • Identify your reasons for avoiding negotiation
  • Overcome embarrassment and pride to negotiate
  • Negotiate without lying
  • Stop your fear of losing the deal
  • Instead of yes or no, negotiate
  • Spot seven signs that you should negotiate
2. Planning Your Negotiation
  • Set your limit and stick to it
  • Determine your limit vs. your opening offer
  • Prepare your tradables
  • Prepare their weaknesses
3. Opening Offers
  • Don't open first
  • Calculate your opening offer
  • Watch for the flinch
  • Don't use round numbers
4. Tactics
  • Try the vice technique of negotiation
  • Try knocking the product
  • Try the reluctant buyer technique
  • Try hiding the value of tradables
  • Try the salami technique
  • Try time pressure
5. Trading
  • Get to win-win with tradables
  • Use trading to get a better deal
  • Use small steps
  • Learn from an example of poor negotiation
  • Identify weak spots in negotiation
6. Closing
  • Avoid final offers
  • Avoid splitting the difference
  • Watch out for the nibble technique
  • Learn to manage the quivering pen technique
  • Know when to walk away from a deal
  • Pratice with low-risk negotiation
Conclusion
  • Continue to grow your skills as a negotiator

Taught by

Chris Croft

Reviews

4.7 rating at LinkedIn Learning based on 2726 ratings

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