Negotiating With and Without Power

Negotiating With and Without Power

Power is a key differentiator in negotiations - and the successful negotiator must understand whether or not they have that power. One must understand how to gain and retain power throughout the negotiation process, as well as how to be agile depending upon one's power position. There are different negotiation approaches depending upon whether one has greater power, less power, or power equal to the party across the negotiation table – and the course addresses all three scenarios. The differences between positional and principle- or interest-based negotiations are also covered.

Throughout the lessons, this course addresses power and how to create it. A section focuses on how to develop the optimal strategies and tactics, how to succeed at the negotiation table, and finally, how to capture the concessions gained. Actual real-life examples are shared throughout the course, drawing from across multiple industries, as well as both the customer and supplier perspectives.

There are numerous points which the learner can apply immediately to their next negotiation. The instructor brings a wealth of practical experiences to the program.

Each section has a five-question quiz, and the course concludes with an invitation to the learner to apply the lessons to real life scenarios - and receive constructive feedback from the instructor.

Maximizing Your Yield through Agility

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What you will learn

• How to become a more effective and agile negotiator based on one's underlying power.

Rating: 4.44444

Level: Intermediate Level

Duration: 4 hours

Instructor: Jim Bergman