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Never Split the Difference - Masters of Negotiation series
Never Split the Difference by Chris Voss and Tahl Raz is the most recent book in our Masters of Negotiation series. But it immediately grabbed my attention. It's easy to read and full of absolute gold. Chris Voss is a former FBI hostage...
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Bargaining for Advantage - Masters of Negotiation
We'll look at the negotiation lessons we can learn from 'Bargaining for Advantage: Negotiation Strategies for Reasonable People' by G. Richard Shell. When it comes down to it, negotiating is about creating a bargain that will advantage...
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Handling Resistance - Masters of Negotiation series
The Handling Resistance Pocketbook is a mini-goldmine of tips and tricks to handle resistance in all sorts of contexts - including negotiation. And I know the author, Mike Clayton, well... It's me! Although not strictly a book about...
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What are NLP Perceptual Positions? Putting Yourself in Another Person's Place
We sometimes use the phrase, ‘putting yourself in someone else’s shoes’. Well, NLP has a helpful technique that helps you do just that… and more. It’s called Perceptual Positions.
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Fundamental Model of Negotiation - the Basic Negotiation Process
Some people find the idea of negotiating uncomfortable. It feels like negotiation is about asking for more than you deserve. It is not. In this video, we'll get started on the basics with the Fundamental Model of Negotiation.
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Negotiating Team Roles in the Negotiation Process
As your negotiations get more complex, you will increasingly need to enter them with a team to support you. Maybe one person, maybe two or more. But what are the negotiating team roles that you and your colleagues will play? That is the...
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Closing Stage of the Negotiation Process
People fear the closing stage of the negotiation process. They say: ‘what if they say “no” and it all breaks down?’ The truth is, if you do it right, closing makes yes more likely and any no will be a step along the way to ironing out...
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Negotiation Follow-up - after the Negotiating Process
You may have closed your negotiation. But it's not completely done. You must always carry out all of the follow-up actions. If you don't, all your negotiating efforts could go to waste. So, I'll take you through the basics of what you...
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Core Principles of Negotiation
Like every discipline, negotiation has a number of core principles that make it work. In this video, I share my eight core principles of negotiation, for negotiating with integrity.
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Five Basic Negotiating Strategies - Key Concepts in Negotiation
What is your strategy when you go into a negotiation? There are five basic negotiating strategies. In this video, I'll describe them, based on the work of Kenneth Thomas and Ralph Kilmann.
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Four Primary Negotiating Behaviors - Key Concepts in Negotiation
Sometimes, negotiations bring out the worst in people. After all, they are really conflict played out following a process and, we hope, in a respectful way. So, what can you expect? In this video, you'll learn about the four primary...
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What is Leverage? Key Concepts in Negotiation
Leverage is a key concept in negotiation. So, what does it mean? I'll tell you.
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Negotiation Acronyms: How Many do You Know?
Like so many things in the professional and managerial world, negotiation is full of buzz-words, jargon, and acronyms. In this video, I decode as many acronyms for you as I can think of!
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What is Empathic Negotiation? - Negotiation Tools
Empathic negotiation allows you to get an understanding of how the other party is feeling. This will help you build rapport and improve your ability to negotiate effectively. Almost magically, your empathy lets you create trust and...
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Preparation Stage of the Negotiation Process
A large part of the success of your negotiation will come from the preparation stage. This is where you think about the outcome you want from your negotiation. And there is a lot to prepare. So, in this video I will take you through all...
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Opening Stage of the Negotiation Process
The opening stage of a negotiation is where the parties first come together. It sets up a shared basis for the negotiation to come. When you are opening your negotiation, there are seven things you need to cover. So, I'll take you...
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Bargaining Stage of the Negotiation Process
The bargaining stage is where the rubber of your ambition hits the road of your negotiation. No - scrap that clichéd metaphor... The bargaining stage is the part of the negotiation that people usually think of, when they describe what...
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Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
What do you do when negotiation goes bad? Do you know how to handle bad behavior at the negotiating table? In this video, I sow you how to: - recognize the signs - handle 6 types of bad behavior
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How to Ask Questions - Negotiation Tools
It's better to judge people on the quality of the questions they ask, than on the answers they give. In negotiation, questioning is a hugely valuable skill. So, in this video, we look at how to ask questions, and discuss 8 types of...
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Influencing and Persuading - Negotiation Tools
Arguably, negotiation is a structured process where each party is influencing and persuading the other to get the outcome they desire. I think there's more to negotiation than this. But influencing and persuading are certainly a big part...
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62 Useful Phrases For Negotiating - Business English
"In this Business English Negotiations lesson, I teach you lots of extremely useful phrases for negotiating. Example phrases from this lesson: Welcoming and relationship building/small-talk - It’s great to finally meet you in...
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