DEI
Licensed Talent Negotiator
A skilled negotiator will always achieve a better outcome. This Learning Path is designed to equip you with the tools needed to gain success in any negotiation. From discovering the different gears of negotiation to planning tactics and how to use persuasion and countermeasures, these missions will give you a competitive advantage.
Skills
Use Case
Presenters Presented By
Tony Perzow
SocialTalent Expert
Tony Perzow is a negotiation expert who provides training and coaching to enhance negotiation skills. He focuses on both external techniques (competitive and collaborative strategies) and internal aspects (emotional intelligence, self-awareness).
Learning Outcomes
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By the end of the Learning Path you will be able to:
Develop effective negotiation strategies by understanding the gears of negotiation and utilizing the three steps to planning negotiations.
Apply concession-making strategies, use Anchoring, and concede without losing face, power or credibility to bridge the gap between two positions.
Countermeasure common negotiation tactics used by counterparts, protect relationships throughout negotiations, and influence and "sell" to different personality types.
Distinguish the difference between "Win Win" and competitive negotiations, and apply tactics for Win Win negotiations to ensure that both sides "win".
Missions in this Learning Path
Negotiation is risky, competitive, and some tactics can feel deceptive or nasty. It is not a skill we are born with, but more one we must learn and develop to be effective. 80% of organizations have no formal negotiation strategy, and yet we negotiate every day – whether internally with stakeholders, externally with customers or candidates, and personally. It’s time to make learning about negotiation a priority. Learn from Tony Perzow, a veteran negotiation expert, about all things negotiation.
Negotiating about money is one of the most uncomfortable parts of negotiation, and because it’s uncomfortable we often go with our gut, back out of holding our position to remain friendly, or take advantage of our adversary’s clear discomfort. The back and forth when negotiating price is about conceding in order to bridge the gap between our two positions, but a concession-making strategy needs to be formalized and prepared in advance.
Building your negotiation skill is about understanding how to use specific tactics, as well as understanding when tactics are being used on you and how to counter them. In this mission, you’ll come to recognize many tactics that have been used on you in the past, as well as how you may have instinctually reacted (whether for better or worse). Now, you’ll be able to negotiate better by diffusing tactics, and leveraging power and pressure.
Relationships are incredibly important in our personal and professional lives, but negotiations can break relationships, particularly when negotiations become bitter, hard-fought and bite our ego. While you will learn easy tactics to protect your relationships throughout your negotiations, you will also learn how to speed-read your adversary in order to ensure to appeal to their personality type and build a relationship that makes “win win” a reality.
Negotiations should not ever have a “loser”, no one should have to win at the expense of the other. In fact, collaborative negotiation is proven to increase deal satisfaction, deepen relationships and lengthen customer tenure. Our instinct may be to act competitively in a negotiation, but Tony will show you simple ways to ensure both sides “win” in this negotiation.
Aristotle identified how we are persuaded by others long before Cialdini’s 6 Principles, but are you playing to each of these pillars to truly persuade others? No one likes being “sold” to, but we are always buying and selling. In this mission, we’ll focus on the Organizational Gear of negotiation, using persuasion to negotiate and “sell” to our counterparts.
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