- How to approach people in different situations
- How to engage situations which includes different level of resistance
- A 10 steps method, developed by Michael Tsur
- Dealing and handling different situations in negotiation
- Building a process of constructive communication, which allows better outcomes of negotiation processes
- Understanding a practical approach for engaging negotiations on different levels of complexity
The course includes the following modules:
1.  Do not assume. Start with a request
As we become more experienced and flooded with information, we have the tendency to categorize every new situation, give it an immediate interpretation and assume we know what it is about. This is a human behavior which its purpose, especially under stressful, is to allay our fears and give us the feeling, usually a false filling, that we indeed identified the situation and know what it is all about. The purpose of this lesson is empower you by making you aware of the danger of making assumptions.
2.  What makes a request?
We tend to refer to a request as an act of politeness, which is usually a technical response. In the process of negotiation, we see the power of an authentic request as an incentive to achieve information and to establish a constructive communication with the negotiated party. The purpose of this lesson is to create the awareness to the request to negotiate, trying to bring it to a constructive communication process.
3.  Negotiation is all about saving assets
The main goal of every negotiation process is saving assets. The common approach of “Win-Win” situation, although sounds logic, is quite limited since the cooperation between parties will last as long as each one of the sides, subjectively, believes he is on the winning side. Today, we live in a materialistic post-win-win world. Today, we live in a materialistic post-win-win world. In this lesson we will learn that the main purpose of the negotiation process is to properly manage and save the resources under our responsibility.
4.  What to do when the answer is no
We live in a challenging environment that becomes even more challenging when the negotiation process does not move as fast as we expect. As the level of stress increases, we want the negotiations to end as fast as possible, and we tend to run away to our old habits. Unfortunately, this behavior tends to freeze the negotiation process and sometimes even stacks the odds of a favorable outcome against us. In this lesson we internalize the concept of why we should avoid asking the “why” question.
5.  Why is it dangerous to make an offer under stress
We are living in a challenging world, and it becomes even more challenging when the negotiation is not moving forward as we expect. As the stress level grows, we want the event to get to its end as fast as possible, and therefore we tend to escape back to our old habits. One of these habits is to propose an incentive to our negotiating partner that will make him cooperate with our request. However, this very offer can cause us frustration when we see that it distances us from our goal. In this lesson we learn why we should avoid making suggestions during the negotiation process when we are under stress.
6.  Dealing with "NO"
In some cases, when we identify disagreement or objection during the process of negotiation, our tendency is to get into a kind of dogfight between us and our negotiation partner. In this lesson we learn a complex method for turning a conflict into constructive communication through understanding that the negotiation process also resides in our negotiation partner’s head, not only in ours.
7.  Separating ourselves from the situation
One of our common bad negotiation habits is to bring ourselves into the situation, hopping that showing our personal commitment will create positive motivation with our negotiating partner. In this lesson we will learn how not to bring ourselves into the situation.
8.  How to respond to an offer?
Correct management of the negotiation process and the right use of the methodology covered in this lesson will encourage constructive communication, to be used when our negotiating partners raise ideas to advance the negotiation process. We will internalize the reasons for establishing an interval (a “buffer”) between receiving the proposal and its acceptance, even when it seems to be a proposal we would like to accept.
9.  Dealing with a second "NO"
Another bad habit we tend to fall into during stressful negotiations is to throw up our hands and give up upon hearing the second “NO”. In this lesson we learn how to move forward when our negotiating partner remains fixed in refusal.
10.  After a 3rd "NO": something might change
A significant challenge is to continue with the negotiation process even when we experience repetitive objections from our negotiating partner. Our ability to continue with the process comes from our self-esteem and from recognizing that we bring value to the table. In this lesson we learn how to stand up for our interests, and that who controls the process will also control its results.
11.  Dealing with an absurd eccentric answer
As far as we move forward with the negotiation process, offering our proposal and asking our negotiation party to propose their solution, we are sometimes faced with a proposal or demand that looks farfetched, to the point of insulation. In these cases we tend to react cynically and even aggressively, to the point of calling for an end to the process. In this lesson we learn how to react when proposals we receive during the negotiation process look impossible, unrealistic, and unreasonable.
12.  Reacting to resistance while maintaining our reputation
Since negotiation is a process that requires the willingness of both parties to cooperate in order to finalize it, it sometimes happens that we face unpleasant reactions while trying to manage a helpful and constructive process. During the process, it happens that our negotiating partner is not showing their willingness, and even turns the process into a type of confrontation. In this lesson we learn how to deal with the situations when the negotiation process becomes argumentative and disrespectful, and how to keep the process going without damage to our reputation.
In this lesson we will go over each step again, reminding it's purpose and importance to the methodology.