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Strategic Negotiations
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Strategic Negotiations Workbook & Tools
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Week 110 Topics|1 Quiz
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Strategic Negotiations - Course Overview
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Introduction to Mike Milich & the Strategic Negotiations Course
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Defining Negotiation - Two Books, Single vs Infinite Interaction
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Introduction to The 4 Phases Model
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Defining Negotiation - Caribbean Cruise - Part 1
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Defining Negotiation - Caribbean Cruise - Part 2 (Problem Solving, Instruct, Force)
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Defining Negotiation - Caribbean Cruise - Part 3 (Give in, Delay, Persuasion, Haggle)
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Defining Negotiation - Caribbean Cruise - Part 4 (Arbitration and Negotiation)
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Week 1 Major Takeaways & Homework
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SN - Week 1 Homework
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Strategic Negotiations - Course Overview
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Week 211 Topics|1 Quiz
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Introducing Brewing Up Partnerships Simulation - Case
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Bargaining Continuum & Matrix
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The 4 Phase Model Introduction - Overview
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Prepare Phase - Power Analysis
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Prepare Phase - Power & SWOT Analysis
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Prepare Phase - Setting Objectives
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Prepare Phase - Setting Walk Away
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Prepare Phase - Defending your Opening Position
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Prepare Phase - Complete Topic of Wish Lists
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Week 2 Major Takeaways & Homework
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SN - Week 2 Homework
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Introducing Brewing Up Partnerships Simulation - Case
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Week 39 Topics|1 Quiz
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Prepare Phase - Review up to this point
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Prepare Phase - Information Sharing
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Prepare Phase - Information Sharing (2)
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Prepare Phase - Negotiation Strategy
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Prepare Phase - Three Tasks of Negotiations
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Term Sheet - Explained
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Term Sheet - The 8 Components
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Week 3 Major Takeaways & Homework
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SN - Week 3 Homework
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Prepare Phase - Review up to this point
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Week 410 Topics|1 Quiz
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Dialog Phase - Proposing an Agenda
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Dialog Phase - Cooperative Tone
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Dialog Phase - Opening Statement
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Dialog Phase - Effective Questioning
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Dialog Phase - Exchanging Information
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Dialog Phase - Persuade with Credibility
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Dialog Phase - Signals
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Dialog Phase - Additional Dialogue Tactics
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Week 4 Major Takeaways & Homework
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SN - Week 4 Homework
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Dialog Phase - Proposing an Agenda
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Week 510 Topics|1 Quiz
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Propose Phase - ONLY proposals move negotiations forward
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Propose Phase - Power of a Proposal
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Propose Phase - Structure of a Proposal
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Propose Phase - Receiving a Proposal - Part 1
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Propose Phase - Receiving a Proposal - Part 2
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Propose Phase - Receiving a Proposal - The 6 Laws - Part 3
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Packaging Introduction
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8 Cooperative/Competitive Situations
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Week 5 Major Takeaways & Homework
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SN - Week 5 Homework
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Propose Phase - ONLY proposals move negotiations forward
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Week 610 Topics|1 Quiz
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Responding to a Rejected Proposal
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"Traditional" Negotiation Example - Auto Tech
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Packaging - Green Company Example
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Bargaining - Introduction
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Bargaining - Building a Wish List
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Bargaining - Don't Feed The Bears
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Close Phase - Closing the Term Sheet
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Close Phase - Closing the Contract
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Course Recap & Next Steps
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SN - Week 6 Homework
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Responding to a Rejected Proposal
Week #1 Learning Objectives:
- Participants will learn the difference between single interaction and infinite interaction negotiations.
- Understand why infinite interaction relationships require a unique approach to negotiation.
- Participants will learn the nine ways to address situations of conflict.
- Understand that ALL negotiations have the same underlying structure.
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