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Negotiation Skills

via LinkedIn Learning

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Learn skills and tactics that can help you succeed in every negotiation, whether you're asking for a raise or buying a car.

Syllabus

Introduction

Everyone needs to negotiate

1. Decide to Negotiate

Identify your reasons for avoiding negotiation
Overcome embarrassment and pride to negotiate
Negotiate without lying
Stop your fear of losing the deal
Instead of yes or no, negotiate
Spot seven signs that you should negotiate

2. Planning Your Negotiation

Set your limit and stick to it
Determine your limit vs. your opening offer
Prepare your tradables
Prepare their weaknesses

3. Opening Offers

Don't open first
Calculate your opening offer
Watch for the flinch
Don't use round numbers

4. Tactics

Try the vice technique of negotiation
Try knocking the product
Try the reluctant buyer technique
Try hiding the value of tradables
Try the salami technique
Try time pressure

5. Trading

Get to win-win with tradables
Use trading to get a better deal
Use small steps
Learn from an example of poor negotiation
Identify weak spots in negotiation

6. Closing

Avoid final offers
Avoid splitting the difference
Watch out for the nibble technique
Learn to manage the quivering pen technique
Know when to walk away from a deal
Pratice with low-risk negotiation

Conclusion

Continue to grow your skills as a negotiator

Taught by

Chris Croft

Reviews

4.7 rating at LinkedIn Learning based on 8128 ratings

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