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Mastering Negotiations
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Part 1 - Why You Should Care About Being Able to Negotiate
1.1 - Course Overview (2:24)
1.2 - Computers Do Not Negotiate: People Do (2:51)
1.3 - The Basis of Negotiation (4:13)
1.4 - Collaboration x Competition (5:34)
1.5 - Identifying the ZOPA (Zone of Possible Agreement) (3:18)
1.6 - Exercise - Identifying the ZOPA
Download - Exercise Answers - Identifying the ZOPA
1.7 - Exercise Answers and Comments - Identifying the ZOPA (4:53)
1.8 - BATNA as a Key to Understand your Power in the Negotiation (4:17)
Download - BATNA Canvas
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1.9 - The Four Pillars of Collaborative Negotiations (6:18)
1.10 - Ricardo Vargas Bio (Optional) (4:58)
1.11 - Closing Remarks - Part 1 (1:24)
Podcast (optional) Directly from the Program of Negotiations of Harvard University - Part 1/3
Podcast (optional) Directly from the Program of Negotiations of Harvard University - Part 2/3
Podcast (optional) Directly from the Program of Negotiations of Harvard University - Part 3/3
Podcast (optional) The Importance of Proactivity in Negotiations
Part 2 - The 5 Processes of Negotiations
2.1 - Overview - Part 2 (0:26)
2.2 - The 5 Steps in Any Negotiation (2:03)
Download - 5 Steps to a Successful Negotiation
2.3 - Step 1 - Prepare to Negotiate (4:29)
Download - Negotiation Canvas
2.4 - Exercise - Preparing for Negotiation Using the Negotiation Canvas (1:37)
Download - Example of Filled Negotiation Canvas
2.5 - Step 2 - Establishing an Effective Rapport and Ground Rules (2:41)
2.6 - Step 3 - Information Exchange (3:00)
2.7 - Getting Information by Using "Mirrowing" and "Labeling" Techniques (2:15)
2.8 - Step 4 - Offers and Concessions (3:01)
2.9 - Exercise - Maximizing Results
2.10 - First Offer and Anchoring Bias (6:17)
2.11 - Step 5 - Deals and Closure (2:11)
2.12 - Closing Remarks - Part 2 (1:19)
Podcast (optional) Understand the Role of Cognitive Bias in Communication
Podcast (optional) Negotiating with the Sponsor
Podcast (optional) Who should make the first move in a Negotiation: The Anchoring Bias
Part 3 - Challenges to Negotiation, Tips and Next Steps
3.1 - Overview - Part 3 (0:51)
3.2 - Obstacles to Effective Negotiations (3:44)
3.3 - Common Mistakes During a Negotiation (7:30)
3.4 - Abilene Paradox and the Lack of Conflict (2:00)
3.5 - Handling Emotional Hijacking (10:52)
Download - Emotional Hijack Infographic
3.6 - Handling Hard Bargain Tactics (5:38)
3.7 - Negotiation is Not an Anything Goes Game (2:55)
Download - Principles of Ethical Negotiations
3.8 - Movies You Should Watch to Improve Your Skills (4:47)
Download - Suggested Movies
3.9 - Next Steps and Course Closing (2:26)
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Podcast (optional) Career Success Starts with Passion - What Matters Series Episode 1
Podcast (optional) Options are Your Best Career Insurance - What Matters Series Episode 2
Podcast (optional) Create your Roadmap to the Future - What Matters Series Episode 3
Podcast (optional) Attitude towards Failure - Reputation and Gratitude - What Matters Ep 4
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2.4 - Exercise - Preparing for Negotiation Using the Negotiation Canvas
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