Opportunity Negotiation Fundamentals


Negotiate with Confidence by Combining an Opportunity Posture with Core Principals and Powerful Practices


What you'll learn
Use the correct Posture when negotiating: setting Value Targets and pulling the negotiation toward collaboration and away from conflict.
Pursue the correct Principles when negotiating: keeping Value in the Deal and paying attention to your counterparty's emotions.
Deploy Negotiation Tools when negotiating: structuring your words in a way that supports your Negotiation Principles and delivers Value.
Defend against Negotiation Tricks when negotiating: spotting and defusing the most common tricks used to get you to surrender Value.
Negotiate Mindfully: make every negotiation an opportunity to improve.
Requirements
No prior experience is necessary.
Description
If you have made it this far, then you already have a sense that negotiation training can do something important for you. And you're right -- in fact, you are probably even more right that you know, because you are actually negotiating far more often than you might think. Some negotiations are easy to spot -- I've made a career out of these types of negotiations, helping to close sales deals with big companies. But the interesting reality is that you are actually negotiating all of the time. Any time you need to reach an agreement with someone else in order to achieve something, you are engaged in a negotiation with that person. Are you emailing a teammate to ask them to take on a specific task in order to achieve a larger project? Are you on a success call with a customer? Are you having a one-on-one with your manager to talk about you career path? All of those situations are negotiations -- it is an activity that we find ourselves engaged in all of the time, with everyone around us. Even though we are negotiating all of the time, very few of us are doing it with any real sense for how it should be done. Worse yet, if you haven't had good negotiation training, then you are probably negotiating from a set of intuitions built on movies and TV shows, and those intuitions are often the exact opposite of what you should be doing in order to negotiate successfully. And maybe you are one of those people who avoid negotiating because you think of negotiation as conflict. If you do, then the most natural thing to do -- the most human thing to do -- is to avoid negotiation altogether. But we can fix that. This course will teach you everything you need to know in order to become a great negotiator.It is built around a methodology called Opportunity Negotiation. Opportunity Negotiation was developed for high-value sales negotiations, and it immediately proved itself, delivering negotiations that moved more quickly, generated more value, and maintained great relationships between buyers and sellers. But it isn't just for sales. The Opportunity Negotiation methodology has been successfully applied across all kinds of contexts, and this Fundamentals Course is just as good at helping you negotiate with your neighbor or spouse as it is at helping you negotiate with a customer. This self-paced version of the Fundamentals Course includes all of the content that has been used to train sales teams and to teach the next generation of dealmakers at my negotiations course at Stanford Law School. It offers a complete system to negotiation, giving you a way to understand everything that is happening and to move confidently from moment to moment in your negotiations. In this course, you will learn to think about every moment in a negotiation as a combination of three elements: Posture, Principle, and Practice. You will learn why an Opportunity Posture outperforms all others and how to set and use an Opportunity Posture in your negotiations. You will learn the most successful Principles to follow -- the strategies that align naturally to your Opportunity Posture and steer negotiations toward value generation. And you will develop a powerful set of Practices, learning how to deploy Negotiation Tools and how to defend against Negotiation Tricks. The course is built around a series of video lectures -- the same lectures that you would experience in one of my live classes. The lectures are supplemented with discussion questions designed to both check and deepen your understanding of the lectures. And it is an incredibly efficient course. The video content clocks in at just under three hours, divided into small individual lessons that focus on a single element of Posture, Principle, or Practice. Students describe the experience of the course as having their eyes opened -- they see negotiation differently than they had before, they understand what is happening from moment to moment, they know what they need to do and how best to do it. From there, it is just about practice -- applying what they have learned in their negotiations.
Who this course is for
People in negotiation-intensive fields (such as Sales, Procurement, Legal, and Customer Success) who are looking for a way to be confident and successful when they negotiate.
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https://www.udemy.com/course/opportunity-negotiation-fundamentals/

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