When Negotiation's about More than Money: How to Negotiate (Almost) Anything

Introduction

• What to expect
• How to use this course

1. Decide to Negotiate

• Negotiation is for home and work
• Why would you not negotiate?
• The effect on the bottom line
• There is a third option

2. Overview of the Process

• The most underrated step
• Start off strong
• Bargain like a pro
• Watch out for these tricks

3. Asking for a Raise

• Difficult, but important
• Plucking up courage
• Why a raise is worth more than you think
• When to do it
• The top two things to prepare
• How to increase your power
• How much to ask for
• Reaching a deal
• Hold firm
• Being nice

4. Procurement: Buying from Suppliers

• The classic negotiation situation
• Expected and essential quotes
• Seven opportunities to negotiate
• Your ultimate source of power
• Prepare to trade
• Prepare for a seller's weaknesses
• Don't get tempted in
• The vice strategy
• Your counteroffer
• Move without losing
• Keep everything secret
• Close the deal
• Detachment and practice

5. When Selling to a Customer

• It's not about the price
• Go for that higher price
• Mental strength about price
• Lose customers on a price
• What can you trade?
• Get in their heads
• Who has to open first?
• Three tips for opening
• Get the best possible price
• Understanding your item's value
• Get the handshake
• Seller strategies wrap-up

6. Being Interviewed for a Job

• Why negotiation is important at this point
• Be brave
• What if you don't negotiate?
• You're stronger than you think
• Prepare your perks
• How much to ask for
• Aiming for a win-win
• Should you walk away?
• Courage

7. At the Start of a Difficult Project

• Not just about money
• A limited window
• Think strong
• Projects have a lot of factors
• What are your demands?
• Trade around the triangle
• Avoid scope creep
• You're on the same team

8. Problems with Colleagues

• In your team or from another team
• Negotiate over fairness
• How could you walk away?
• Put yourself in their shoes
• Get their acknowledgement
• What can you give them?
• Every interaction is a negotiation

9. Asking Your Boss for a Favor

• Does your boss have all the power?
• If you don't ask, you don't get
• Prepare for success
• What's their best offer?
• Dig a bit deeper
• Objections and tradeables

Conclusion

• Summing up