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
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Question 1 of 5
1. Question
In a Strategic Partnership negotiation, a me vs. you approach will result in the best outcome for both parties.
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Question 2 of 5
2. Question
The 4 Phases Methodology can be applied to all types of negotiations (Single or Infinite Interaction).
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Question 3 of 5
3. Question
In a Strategic Partnership negotiation, the party that has the most power always gets the best deal.
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Question 4 of 5
4. Question
The other party in a negotiation doesn’t need to understand or know about The 4 Phases Method in order for it to work for you.
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Question 5 of 5
5. Question
When engaged in arbitration, you have complete control over the outcome.
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