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Course
The 4 Pillars of Successful Negotiation
Published by Pearson (August 18, 2024)
ISBN-13: 9780135336854
Product Information
Negotiating with anyone can feel intimidating, but even more so when it is with someone you perceive to be more powerful than you—such as your manager, a recruiter, or a customer. Being strong, smart, and confident at negotiating is critical to reaching your goals in any field. This course helps you prepare for those conversations, avoid the typical traps, deal with more difficult negotiators, improve business relationships, and achieve ethical win-win outcomes.
Debra Stevens—trainer, coach, keynote speaker, and author—shows you the ins and outs of being a successful negotiator. Through real-world scenarios role played by a team of business actors, you'll see first-hand what to avoid and how to apply effective negotiating strategies.
With tips, reflective exercises, and comprehensive supporting materials, this video course empowers you to move beyond conventional negotiation methods, adopt new viewpoints, and embark on a journey toward mastering negotiation skills.
Lesson 1: Set yourself up for the win-win
Lesson 2: Negotiation when you are not feeling confident
Lesson 3: 3 types of behaviors to avoid in negotiation
Lesson 4: Use assertiveness to hold your own
Lesson 5: Know when to influence and when to negotiate
Lesson 6: Manage unhelpful thinking
Lesson 7: Plan and prepare
Lesson 8: Finalize your boundaries
Lesson 9: Four steps to create a positive environment
Lesson 10: Understand what they want
Lesson 11: Techniques for a successful discussion
Lesson 12: Proposing, bargaining, and reaching agreement
Lesson 13: Troubleshoot when things go wrong
Lesson 14: Review and reflect
Summary
Next steps and fresh thinking
Debra Stevens, trainer, coach, inspiring speaker, and founder of Debra Stevens Training and Coaching, has been running award-winning experiential workshops on conscious human skills for more than 26 years. Her training and speaking have taken her all over the world. She has worked with thousands of people at all levels in companies such as Coca-Cola, Network Rail, Santander, Stena Line, and Hovis, improving their human skills and helping them to be more successful leaders, salespeople, customer service operatives, business owners, parents, friends, and partners. She is the author of Stand Out.