Effective Communication for Negotiating

We are negotiating all the time; in fact, the most important decisions we have taken in our lives are likely the outcome of a negotiation. Yet 80 percent of people consistently leave value on the negotiation table, and the worst part is that they are not even aware of it. This happens because negotiations are often viewed as tactical zero-sum power and persuasion exercises. Negotiation at its core is no more than a problem that requires a shared solution by the cooperation between two or more parties. To realize the maximum potential in negotiations, a change in the paradigm is required; negotiations should be approached with a problem-solving mindset. In this course, we will explore an integrated approach to engage in all negotiations (from simple to complex). We will discuss why we must go well beyond the simple tactical interaction to maximize value in negotiations. Negotiations are three-dimensional (3D) problems composed of three different yet highly integrated arenas: the strategic arena, the creative arena, and the tactical arena. To be an effective negotiator, you must understand this architecture and learn to play in these arenas simultaneously.