Negotiation strategy-Introduction
Why enrol in this MOOC on Negotiation ?
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Negotiation strategy-Negotiation's dimensions and strategic dilemmas
Three dimensions of any negotiation
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Three strategic tensions
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Negotiation strategy-Communication in Negotiation
Communication and Active Listening
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Communication and Active Speaking
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Negotiation strategy-Wrong assumption about Negotiation
Beware of instinctive pitfalls
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Negotiation preparation-Overview of how to prepare before a negotiation
Preparation before Action
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Negotiation preparation-People dimension
People dimension : 3 elements to be prepared
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Negotiation preparation-Problem dimension
Problem dimension : Motivation
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Problem dimension : Solution at the table and justification
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Problem dimension : Solution away from the table
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Negotiation preparation-Process dimension
Process dimension : 3 elements to be prepared
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Value creation & Value claiming-Good deal vs. failure
What makes a good deal ?
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Why negotiation fail ?
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Value creation & Value claiming-The mandate
Negotiation on behalf of others : respecting your mandate
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Value creation & Value claiming-The value
Creating value
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Value creation & Value claiming-Bargaining tactics
The usual bargaining tactics (Part 1)
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The usual bargaining tactics (Part 2)
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Negotiation process -The 10-point sequence
How to build the right negotiation sequence ?
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Negotiation process -First Things First
Doing first things first for effective negotiation - Part 1
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Doing first things first for effective negotiation - Part 2
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Doing first things first for effective negotiation - Part 3
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Doing first things first for effective negotiation - Part 4
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Negotiation process -Power balance
Reaching the end : And how about the power balance ?
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