When Negotiation's about More than Money: How to Negotiate (Almost) Anything

Course details

Negotiation theory is all very well, but how can you apply it in real situations? Which tactics should you use when? In this comprehensive course, instructor Chris Croft outlines the negotiating process and applies it to real-life negotiation situations, talking you through exactly what you should do in order to get the best possible outcome. Often these situations are about much more than money—they are about finding a win-win outcome that covers all of the tradeables. You can use this comprehensive course as a reference library, so that you can refer directly to the section relevant to your current situation.

Concepts

0. Introduction

01 - What to expect
02 - How to use this course

1. Decide to Negotiate

03 - Negotiation is for home and work
04 - Why would you not negotiate
05 - The effect on the bottom line
06 - There is a third option

2. Overview of the Process

07 - The most underrated step
08 - Start off strong
09 - Bargain like a pro
10 - Watch out for these tricks

3. Asking for a Raise

11 - Difficult, but important
12 - Plucking up courage
13 - Why a raise is worth more than you think
14 - When to do it
15 - The top two things to prepare
16 - How to increase your power
17 - How much to ask for
18 - Reaching a deal
19 - Hold firm
20 - Being nice

4. Procurement - Buying from Suppliers

21 - The classic negotiation situation
22 - Expected and essential quotes
23 - Seven opportunities to negotiate
24 - Your ultimate source of power
25 - Prepare to trade
26 - Prepare for a seller's weaknesses
27 - Don't get tempted in
28 - The vice strategy
29 - Your counteroffer
30 - Move without losing
31 - Keep everything secret
32 - Close the deal
33 - Detachment and practice

5. When Selling to a Customer

34 - It's not about the price
35 - Go for that higher price
36 - Mental strength about price
37 - Lose customers on a price
38 - What can you trade
39 - Get in their heads
40 - Who has to open first
41 - Three tips for opening
42 - Get the best possible price
43 - Understanding your item's value
44 - Get the handshake
45 - Seller strategies wrap-up

6. Being Interviewed for a Job

46 - Why negotiation is important at this point
47 - Be brave
48 - What if you don't negotiate
49 - You're stronger than you think
50 - Prepare your perks
51 - How much to ask for
52 - Aiming for a win-win
53 - Should you walk away
54 - Courage

7. At the Start of a Difficult Project

55 - Not just about money
56 - A limited window
57 - Think strong
58 - Projects have a lot of factors
59 - What are your demands
60 - Trade around the triangle
61 - Avoid scope creep
62 - You're on the same team

8. Problems with Colleagues

63 - In your team or from another team
64 - Negotiate over fairness
65 - How could you walk away
66 - Put yourself in their shoes
67 - Get their acknowledgement
68 - What can you give them
69 - Every interaction is a negotiation

9. Asking Your Boss for a Favor

70 - Does your boss have all the power
71 - If you don't ask, you don't get
72 - Prepare for success
73 - What's their best offer
74 - Dig a bit deeper
75 - Objections and tradeables

Conclusion

76 - Summing up