Anytime someone says "I want," "I need," or "Will you," you are in a negotiation. For decades, the negotiation techniques described in Getting to Yes by Fisher and Ury of the Harvard Negotiations Project were the world's standard negotiation methods. These techniques involved collaborative methods for discovering how to make the "pie" bigger and then split it. More recent research on human psychology has revealed new methods that will allow you to do even better. Sometimes, you can't settle for getting half of what you want. Sometimes you have to have it all. This session explores negotiating's human side, to give you powerful people skills that will help you get more.
Learning Objectives
Listening skills are your secret weapon Getting information from your counterpart Silence is your friend Make the other party bid against themselves Reacting to a low-ball offer
Major Topics
Negotiations Business Management
