Negotiation, Persuasion and Influence

Negotiation, persuasion and influence are among the most critical skills required in a professional business environment. This course familiarizes participants with the fundamentals of negotiations through examples and provides the frameworks and strategies required to conduct both win-win and win-lose negotiation in the traditional set up, as well as in digital environments. The course also provides participants with strategies and tactics required to build influence and persuade others to achieve their professional goals at the workplace.

Private

Course Learning Objectives:

  • Familiarize with the concept of negotiations and its various types.
  • Learn foundational negotiation concepts such as the pie, the principle of the divided cloth, Shapley value, cost sharing, etc.
  • Familiarize with the key concepts of distributive negotiations, such as reservation points, zone of potential agreement (ZOPA), best alternative to a negotiated agreement (BATNA), etc.
  • Learn the strategy and tactics gaining maximum value out of a distributive negotiation.
  • Learn the strategy and tactics generating the maximum mutual value in an integrative negotiation.
  • Learn tactics of conducting successful inter-cultural negotiations and negotiating with individuals with varying personality types.
  • Learn the difference between traditional and digital negotiations.
  • Familiarize with tactics to get the maximum outcomes from a digital negotiation across key digital communication channels such as telephone, email and video conferencing.
  • Learn tactics of verbal and non-verbal communication, required to overcome the challenges posed by digital negotiations.
  • Learn the science behind influence and persuasion, and the difference between the two.
  • Learn the tactics required to build influence at the workplace and persuade and colleagues and business partners to cooperate in achieving your professional goals.

Syllabus

Learning Objectives:
  • Familiarize with the concept of negotiations and its various types.
  • Learn foundational negotiation concepts such as the pie, the principle of the divided cloth, Shapley value, cost sharing, etc.
Module Components:

Video Lectures:

  • What is Negotiation?
  • The Principle of the Divided Cloth
  • What is the Pie?
  • Example – Airline Cost Sharing
  • Shapley Value
  • Example – Sea Corp
  • Types of Negotiations

Quiz:

  • Foundational Concepts of Negotiation

 

 

Learning Objectives:
  • Familiarize with the key concepts of distributive negotiations, such as reservation points, zone of potential agreement (ZOPA), best alternative to a negotiated agreement (BATNA), etc.
  • Learn the strategy and tactics gaining maximum value out of a distributive negotiation.
Module Components:

Video Lectures:

  • The Best Alternative to a Negotiated Agreement (BATNA)
  • Reservation Point and Bargaining Range
  • Distributive Negotiations
  • Bargaining Techniques in Distributive Negotiations

Readings:

  • BATNA: Common Errors and Three Types of “No”
  • What is the Zone of Possible Agreement (ZOPA)
  • How to Find the Zone of Possible Agreement (ZOPA)
  • The Art of Negotiating
  • Proven Strategies for Success in Distributive Negotiations
  • Basic Negotiating Tips Anyone Can Use

Quiz:

  • Distributive Negotiations 
Learning Objectives:
  • Learn the strategy and tactics generating the maximum mutual value in an integrative negotiation.
  • Learn tactics of conducting successful inter-cultural negotiations and negotiating with individuals with varying personality types.
Module Components:

ideo Lectures:

  • Integrative Negotiations
  • Bargaining Techniques in Integrative Negotiations
  • Intercultural Negotiations
  • Negotiating with Different Personality Types
  • Integrative Negotiation Example – Disney and Lucas Films

Readings:

  • Techniques to Create Value in Integrative Negotiations
  • Mapping Cultures-Strategies for Effective Intercultural Negotiations

Quiz:

  • Integrative Negotiations
Learning Objectives:
  • Learn the difference between traditional and digital negotiations.
  • Familiarize with tactics to get the maximum outcomes from a digital negotiation across key digital communication channels such as telephone, email and video conferencing.
  • Learn tactics of verbal and non-verbal communication, required to overcome the challenges posed by digital negotiations.
Module Components:

Video Lectures:

  • Negotiating Using Email and Social Media
  • Negotiating on Phone
  • Negotiating on Video Conference
  • Non-Verbal Communication in Virtual Negotiations

Readings:

  • How Technology is Changing Negotiation
  • Tips for Negotiating Virtually
  • Overcoming Challenges in Virtual Negotiations

Quiz:

  • Digital Negotiations
Learning Objectives:
  • Learn the science behind influence and persuasion, and the difference between the two.
  • Learn the tactics required to build influence at the workplace and persuade and colleagues and business partners to cooperate in achieving your professional goals.
Module Components:

Video Lectures:

  • What is Persuasion?
  • The Science of Persuasion
  • The Difference Between Persuasion and Negotiation
  • What is Influence?
  • How to Influence Different Types of Individuals
  • Difference Between Persuasion and Influence
  • An Example – Persuasion and Influence

Readings:

  • A Framework for Building Influence at the Workplace
  • Tips for Building Influence at Work

Quiz:

  • Persuasion and Influence
Module Components:

Readings:

  • What is Negotiation for Product Managers

Support

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