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NEGOTIATION MADE EASY
Welcome in the world of negotiation
Benefits to you
You will learn to use techniques yourself and to recognise more easily when tactics are being used against you.
You will be able to develop strategies that you can utilise to improve your negotiating position.
You will be in a better position to exercise a positive influence on both the deal itself and your relationship with the other party.
You will be able to build a toolbox of ideas for you to use in your negotiations.
You will also be able to employ some of these techniques away from work – even at home with the kids if you wish!
This video tutorial presents the Six Principles of Persuasion, which are as follows:
Reciprocity – This is the art of giving and taking (and perhaps taking a bit more). We explain what it is all about and how you can apply it tactically in your negotiations.
Sympathy – A sympathetic style is helpful as most people find it easier to negotiate a deal with a person they feel comfortable with. The risk, however, is that it might mean you give in too easily or feel compelled to give too much away.
Scarcity – There are various techniques that you can use to create a sense of scarcity in your negotiations. Scarcity can refer to many aspects, including time, budget, material or product availability and production or storage capacity.
Social proof – We are influenced by other people’s opinions, behaviour and experiences, and this affects our decision making, for example when choosing to buy something. It can also inform the tactics we choose to use in a negotiation.
Authority - Power, whether real or merely perceived, plays a major role in a negotiation. You will learn how to emanate a sense of power and to use it to improve your position both at and away from the negotiating table.
Commitment – It is extremely important to be consistent in your behaviour, particularly when it comes to upholding a promise you have made or sticking to a commitment that you have entered into. Your aim in negotiation is therefore to elicit a ‘Yes’ response from the other side, as it shows they are committing to you.
Not only will you learn to use the techniques yourself, you will also become adept at recognising when someone else is trying to use them against you.
You will develop strategies that you can employ to improve your negotiating position.
You will be in a better position to influence both the deal itself and your relationship with the other party.
You will begin to put together your own collection of tools and ideas to draw on in your negotiations.
You will also find that you can use many of the techniques from the course in other, everyday situations – from dealing with shop assistants to telling the kids when they have to go to bed!
A little preview
PROBELEKTION: This is what you can expect in this VIDEOTUTORIAL
Sebastian James Hawkins
Sebastian Hawkins is the founder of Hawkins Consulting and has been working as an independent trainer and coach since 2008. His training focuses on negotiation skills, intercultural communication and dealing with different personality types in negotiations.