Last updated 12/2022Course Language EnglishCourse Caption English [Auto]Course Length 02:35:47 to be exact 9347 seconds!Number of Lectures 61
This course includes:
2.5 hours hours of on-demand video
Full lifetime access
Access on mobile and TV
Certificate of completion
2 additional resources
The key principles of negotiation and the power of variables
How collaborative negotiation works and how to apply it in real-life scenarios
The key stages of negotiation: Preparing, proposing, bargaining and agreeing
How to orient your negotiation tactics depending on individual personality
The concept of structured negotiation and how to plan your negotiation strategy
How to avoid being tripped up by common negotiation gambits
Empathising with a negotiation partner’s point of view
Negotiation is everywhere - in our private and professional jobs, we sometimes negotiate without even knowing it. As sociable beings, negotiation is part and parcel of the way humans interact, so it’s well worth mastering.Using tried and tested techniques, this course will give both clarity and efficiency to the way you go about negotiating. Not only will you learn how to structure a negotiation correctly, but you will also be taught about the concept of collaborative negotiation, which hinges on understanding the other person’s feelings and viewpoints.The first steps of the course will focus on perfecting your negotiation strategy. This will involve an appreciation of the ‘power of variables’. Within this section, you will be taught exciting new concepts such as ‘the WIN matrix’ and ‘the 4 Ps’, all common principles of negotiation that will have you haggling and bargaining like the very best!The middle of the course will be focused on the concept of discussion. There are a lot of different exercises within this section to fully solidify your understanding of how to manoeuvre a negotiation in the direction you want it to go. By putting this together, you will then know how to create a discussion agreement statement – an excellent tool that gets you exactly what you want during the negotiation process.As well as focusing on other negotiation phases and tricks, examples including proposing and agreeing, the course will focus on the psychology of dialogue, and how you need to overcome yourself before persuading someone else to agree to your conditions.This transitions beautifully into the ‘personality’ section of the course, where you will learn concepts such as ‘colours’, ‘aspects’ and ‘drives’ to always win at collaborative negotiation, regardless of the type of person you are talking to.By concluding with a list of common pitfalls that negotiators trip themselves up on, this course is truly a robust source of negotiation knowledge that will help you master the art of persuasion with ease and clarity. To learn the principles of negotiation in-depth and proven strategies for applying them in your personal and professional life, enrol today.Testimonials “Gavin’s is a special gift... If this is your first exposure to his talent, you are in for a treat.” - Marc Nohr, CEO of Fold7“It’s great to have such an honest, practical and enjoyable guide to the art of negotiation” - Mike Morton, Leadership TrainerWho this course is for:Salespeople who want to negotiate better and close more dealsProfessionals wanting to better understand how to structure a negotiation in order to master the art with consistencyProfessionals looking to have structure to their negotiation dialogueAnyone wanting to better understand the psychology of persuasion and bargainingAnyone wanting to better understand the psychology of persuasion and bargaining
Course Content:
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5 Lectures | 18:13
Welcome and Course Overview
05:46
In this module Gavin welcomes participants and provides an overview of the contents, and introduces the collaborative principles behind the programme.
Why Good Negotiation Practice Leads to Better Relationships
03:22
Gavin explains how his system for collaborative negotiation produces more in the way of results, improving personal and professional relationships in the process. In this module you will get to see how you can apply the principles of collaborative negotiation to improve relationships and results for you.
Shameless Book Plug
01:06
Gavin talks about his best-selling book on this topic, which you can buy on Amazon and at Waterstones and all other great bookstores.
Millie's Cookies Story
06:37
In this bonus lecture Gavin tells a story about how he was taught a great lesson in negotiation - from his 6 year old niece. In doing so he introduces the key phrase "If you....then I....." and demonstrates how you can use it to shift the balance of power in any negotiation to achieve more win win.
Exercise 1: Intentions / Objectives for This Programme
01:22
In this briefing Gavin invites you to create your personal objectives for the programme. You will explore the positive results you want from this programme, and articulate in your workbook, the areas where you will apply this learning to make a difference.
4 Lectures | 15:13
Negotiation is not...
01:59
In this lecture Gavin distinguishes between effective negotiation practices and some of the behaviours that will prove ineffective and damaging in the long term.
Distinguishing Negotiation from "Haggling"
06:46
In this lecture Gavin tells some stories from his experiences in overseas markets that distinguish between effective negotiation strategies, and market style haggling.
The 7 Steps to Negotiation Success
05:47
In this lecture Gavin explains the seven stages of effective negotiations and shows you how you can use them to develop better deals.
Exercise 2: Giving Structure to your Negotiations
00:41
In this briefing Gavin invites you to reflect on a recent negotiation in which you've been and also to explore how you used each of the 7 steps.
6 Lectures | 13:28
Preparing Yourself and Your WIN Outcomes
05:47
In this lecture Gavin introduces a key idea in preparation, ensuring you are equal, and that the other party is ready to negotiate with you.
Exercise 3: Securing Commitment to Negotiate
00:57
In this briefing Gavin invites you to create agreement phrases that you will be comfortable using to ensure that before you begin your negotiations, you have received agreement from the other party that you are equal, and that they are ready to negotiate. Make sure you watch these exercise briefings, and complete the exercises, to get the most from this material.
The 4 P's
01:14
In this lecture Gavin introduces a key model to help you prepare, the 4 P's, (or the 4 "likes"). Understanding the Preferences, Prejudices, Personality and Past of the person you are negotiating with is key to successful collaboration.
The Importance of Personality
02:12
In this lecture Gavin highlights the importance that personality plays in negotiation, and stresses the importance of getting to know the person you are negotiating with before you have to make a final agreement.
We, Then Me
02:25
In this lecture Gavin demonstrates why a "We then Me" attitude produces more effective results for professional negotiators.
Exercise 4: The 4 P's
00:53
In this briefing Gavin asks you to consider a negotiation you are involved with and asks you to apply the 4P's to the person you are negotiating with. As you complete this exercise you will start to understand more about the way you will have to plan and execute this negotiation differently according to what you know about the person you are negotiating with.
5 Lectures | 11:56
Introduction to Variables
03:30
In this lecture Gavin introduces one of the key concepts in effective negotiations; variables. He explains the importance of searching for these "creative options" and explains why at this stage you will need to start thinking about variables as a critical tool to getting deals that works for all the parties in your deals.
Examples of Excellent Creativity in Variables
02:36
In this lecture Gavin gives some examples of creativity in variables
Exercise 5: Understanding the Power of Variables
01:11
In this briefing you are invited to start to brainstorm for yourself the variables you will use in future negotiations to get more for yourself, and more for others.
Using the WIN Matrix
03:01
In this lecture Gavin introduces another critical tool for the successful negotiator, the 'WIN Matrix'. This tool will help you plan effectively for future negotiations by articulating your top middle and bottom lines for future deals. Gavin also discusses here the BATNA, your best alternative to a negotiated agreement.
Exercise 6: Write Your Win Matrix
01:38
In this briefing you are invited to start to use the WIN tool in a real scenario. Using your workbook you will set a Want, Intend and Need point for a future negotiation scenario.
3 Lectures | 05:45
Introduction
01:19
In this short introduction to this section Gavin explores the importance of seeing your partner's point of view as you are preparing to negotiate.
Example Story: Maps of the World - Dyl's Den
03:21
In this lecture Gavin explore how humans create their own maps of the world, and explains how you can gain important ground in preparation by seeing through the lens of the person you are negotiating with.
Exercise 7: Stepping Into Your Partner's Shoes
01:05
In this briefing Gavin invites you to take a journey into the mind of a person you need to negotiate with. By stepping into their shoes you will get to prepare from their viewpoint and gain a critical insight into how you can create an agreement that works for all.
7 Lectures | 14:27
Introduction: Stating Intentions
03:55
In this opening lecture Gavin explains the importance of getting onto equal ground before you discuss any issues with your negotiation partner. He introduces the importance of stating your intentions and getting agreement to collaborate, before you enter any further into a negotiation.
Co-Active Listening: Are You Really Listening?
02:26
This lecture introduces a key concept in the world of mediation, and shows how you can go beyond "active listening" when you negotiate. You will see how you can use "co-active listening" to deepen your understanding, and build long lasting rapport with anyone with whom you need to negotiate.
The Power of Pause
01:13
In this lecture Gavin explains how great negotiators, and effective listeners, use the power of pause to build rapport, deepen understanding , and get to the heart of important issues.
Exercise 8: Using Open Questions
01:23
In this exercise you will get to practice turning your "closed questions" into "open questions". In doing so you'll learn a key tool into opening mouths, minds, hearts and wallets.
Exercise 9: Going Above and Beyond Their Wildest Dreams
00:55
In this exercise you are challenged to think about what you can do to really exceed the expectations of your negotiation partner and find creative variables to use that create a radical shift in how they get value from their relationship with your business.
Exercise 10: Socratic Questioning
03:39
In this lecture Gavin introduces the concept of Socratic questioning, and demonstrates the concept with our cameraman.
Exercise 11: Creating a Discussion Agreement Statement
00:56
In this exercise you are invited to practice using agreement statements to build agreement in your negotiations.
2 Lectures | 05:53
Introduction to the Propose Stage
04:42
In this lecture Gavin stresses the importance of making your proposal clear and being in control of the negotiation by controlling the proposal.
Exercise 12: Putting Your Proposal into Writing
01:11
In this exercise you get to put the theory into practice by writing your own proposal.
4 Lectures | 08:48
Introduction
01:48
Exercise 13: Creating a Bargaining Agreement Statement
01:44
In this exercise Gavin asks you to think about a question or statement you might use to ensure you are both on the same page
The Power of Silence
03:58
Here Gavin explains the value of moving in small steps and how silence can be your friend in a negotiation
Exercise 14: Developing Your Time-Out Strategy
01:18
In this exercise Gavin wants you to think about how you create your time outs in a negotiation
3 Lectures | 07:37
Introduction
03:53
In this lecture Gavin stresses the importance of using the bargaining stage to exchange variables effectively, creating the foundation of an agreement that will work effectively for both parties.
The Written Columbo
02:19
In this short lecture Gavin warns you of the perils of letting your negotiation partner control the negotiation by being the one who sends you their proposal first.
Exercise 15: Drafting an "Agreement In Principle"
01:25
In this practical exercise you will get to draft an agreement in principle, to articulate an agreement you have created.
3 Lectures | 08:51
Introduction – The Missing Link
04:15
In this fascinating lecture Gavin introduces the Principles behind Innate Health, and shows you how you can understand your human operating system and use it more effectively to get more of what you want in life.
Exercise 16: Noticing Your Thinking
01:49
In this exercise you are challenged to explore in a deeper way how you're thinking is the source of your feelings, and your whole human experience. This exercise will help you to gain your own insight into how the human operating system, And an understanding of it will support you as a negotiator.
What Does this Mean in Your Negotiations?
02:47
In this lecture Gavin explains how effective negotiators use their understanding of how the mind works, and how others operate, to connect more deeply, and influence more effectively, the people with whom they negotiate.
11 Lectures | 30:56
Why Personality?
04:53
In this lecture Gavin introduces the idea of personality profiling, and how you can use it to become a more effective negotiator.
Introducing the Four Colours
04:00
In this lecture Gavin explains a simple yet effective model for identifying personality traits in a person
Introducing the 8 Aspects
03:57
In this lecture Gavin explains the 8 aspects which can be used to identify personality traits, and the Lumina Splash app which can be found at the link below:
https:/splash.luminalearning.com
Inspiration v Discipline Driven
03:33
In this lecture Gavin introduces the inspiration driven and discipline driven aspects of personality, and shows you how to recognise them in yourself and others.
Exercise 17: Teddy Bear
00:30
In this exercise you will experience a popular test that psychologists like to use to explore the next aspect of personality we will be looking at in this program.
Big Picture v Down to Earth
03:20
In this lecture Gavin explains the aspect of personality that is called big picture versus down-to-earth in the Lumina spark model.
Exercise 18: Football Club Trip
00:57
In this exercise you'll get to explore how you use your thinking to make decisions, are you using your head all your heart as your primary resource when making decisions?
People Focused v Outcome Focused
02:10
In this lecture Gavin explores the aspect of personality Jung labelled Thinking versus Feeling. You will hear why the new manner spark model prefers the phrases People Focused versus Outcome Focused, And you will understand how to spot these aspects of personality in yourself and others.
Splash App
02:01
In this lecture Gavin describes the free Lumina Splash app which can help identify your personality traits:
https://splash.luminalearning.com/
Exercise 19: Completing Your Own Assessment
01:07
In this exercises you can manually assess which aspects of your personality you are using to deepen your understanding of yourself and how you use in the four colour energies in your everyday life.
Negotiation with Different "Personality-Types"
04:28
In this lecture Gavin explores how you can use your understanding of personality to be more effective as a negotiator. You will be able to understand how to adapt your own behaviour to be more effective in influencing others.
1 Lectures | 03:47
Using the Seven Steps at Home
03:47
In this lecture Gavin enthusiastically explains how you can use the learning from this program in any area of your life, exploring how the principles of collaborative negotiation can be used to enhance relationships in your family and with your friends.
6 Lectures | 09:03
Nibbling - The Columbo
02:12
In this lecture Gavin introduces this useful chapter of the program by explaining how gambits can be used by this principal negotiators to try and gain advantage in negotiations. In this first lecture Gavin explores the"Columbo" gambit which is often used to try and get more light at the end of negotiation using the nineteen seventies TV detective Columbos' famous phrase" just one more thing".
The Flinch
02:02
In this lecture Gavin introduces A classic gambit used by so many people, the "flinch" or "sharp intake of breath". You will understand how it can unsettle the balance of power, and how you can naturally avoid it having anything but a positive impact on your future negotiations
The Red Herring
01:26
In this lecture Gavin explains A useful gambit to be aware of, the “red herring”. Understanding how negotiators can introduce “red herrings” , into a negotiation in order to gain advantage when they subsequently withdraw them is a useful antidote to being adversely influenced by them.
Higher Authority
01:29
In this lecture Gavin explores two common gambits "higher authority" and "good cop / bad cop" that can be used to unsettle you, force you to make unnecessary concessions, or avoid making a decision in your negotiations.
The Reluctant Buyer / Seller
00:39
In this lecture Gavin explains the reluctant buyer / seller trick and how to defuse it as a tactic
The Best Of A Bad Choice
01:15
In this final lecture Gavin Explains a gambit that can be to force you to make a bad choice.
1 Lectures | 01:50
Conclusion & Thank You
01:50
In this final lecture Gavin articulates how you can practically use the tools in this program to do better for yourself and others.
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