The Top Three Negotiation Myths
28mBeginner2021-05-21
Authors
American Negotiation Institute
Negotiation Consulting Firm Focused on Skill Building
Course details
Learn the flaws behind three negotiation-related myths: win win, the need for trust, and getting to yes vs. starting with no. In this course, adapted from the American Negotiation Institute podcast Negotiate Anything, Kwame Christian discusses these common negotiation myths with Allan Tsang, negotiation coach and consultant at Oblinger and Tsang, and explores how to use the truth to your advantage. They discuss examples that show why the myths don’t work in real life and address concerns you may have about challenging conventional wisdom.
Skills covered
NegotiationAudio ContentCommunicationProfessional DevelopmentLeadership and Management
Concepts
1. The Top Three Negotiation Myths
- 01 - Introducing Allan Tsang
- 02 - The myth of win-win
- 03 - Errors of win-win mindset
- 04 - Appropriate vs. inappropriate compromises
- 05 - The myth of trust
- 06 - How do we negotiate without trust
- 07 - Getting to yes vs. starting with no
- 08 - An example of starting with no
- 09 - Addressing concerns of starting with no