Negotiating with Agility

Course details

Negotiation is dynamic, fast paced, and uncertain. Agility is crucial to success. The best negotiators avoid one-size-fits-all solutions; instead, they use agile strategies to avoid obstacles and capitalize on unexpected opportunities. In this course, Michael Wheeler—Harvard Business School professor and negotiation expert—shares the strategies of agile negotiation with you. Learn how to ask penetrating questions, improvise, say yes and no the right way, and adapt your strategy over time. The skills you build in this course can help you close deals that might otherwise slip through your fingers, craft creative agreements that advance everyone's interests, and resolve minor differences before they escalate into costly disputes. Each lesson is illustrated with real-life examples and exercises to practice what you've learned in your own negotiations, large and small.

Learning objectives
Asking the right questions
Improvising
Saying yes and saying no
Setting your baseline
Crafting a plan B
Adapting your strategy
Striving for continuous improvement

Concepts

0. Introduction

01 - Negotiating in the real world

1. Improvising the Negotiation Process

02 - The dance of negotiation
03 - Ask the right questions
04 - How to use improv in negotiation
05 - Four good ways to say yes
06 - How to say no without killing the deal
07 - Use deep listening skills

2. Prepare to Improvise

08 - Cultivate an agile mindset
09 - What to do before you negotiate
10 - How to set your baseline
11 - Aim high during negotiation
12 - Check your emotional baggage
13 - Craft your plan B

3. Learning, Adapting, and Influencing

14 - Determine your negotiation profile
15 - Manage the negotiator s dilemma
16 - Align your tactics and strategy
17 - Importance of preparation
18 - Have a bias for action
19 - Strive for continuous improvement

Conclusion

20 - Next steps