Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


Core Principles of Negotiation

Like every discipline, negotiation has a number of core principles that make it work. In this video, I share my eight core principles of negotiation, for negotiating with integrity.

Watching this video is worth 1 Management Courses CPD Point*.
(See below for more details)

This video is part of course module number 5.2.2
Program 5: Managerial Skillset
Course 2: Negotiation
Section 2: Key Concepts in Negotiation

Other videos about Key Concepts in Negotiation include:
. Core Principles of Negotiation https://youtu.be/FiEneNag8cI
. Five Basic Negotiating Strategies https://youtu.be/DlV6phTGjoU
. Scope for Agreement https://youtu.be/cb1Bf09p2eg
. Four Primary Negotiating Behaviors https://youtu.be/eLmF8Kr2ppA

Module 5.2.1 covers the Fundamental Model of Negotiation. Start with the introductory video:
. Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90

LESSON NOTES
=============
Here are the eight core principles of negotiation:
1. Know the outcome you want
2. …and the limit at which you will walk away
Remember, it is not always possible (or desirable) to reach a negotiated agreement.
3. You get what you pay for.
In a fair negotiation, if you want something, you must be prepared to offer something in return.
4. Negotiation is a process.
If you are not yet where you want to be, there’ more work to do.
5. People take positions at the start of a negotiation.
But what will determine success is whether there is an overlap in interests.
6. Don’t let emotions control your choices.
Use time-outs and supporting team members to help you focus on facts, reasoning, and an objective evaluation of them.
7. People may behave badly
…but focus on the outcome you want to achieve and not the people.
8. The more options and ideas you can generate – and the more flexible you can be about the route to an agreement – the better the chances of a negotiated agreement.

RECOMMENDED EXERCISE
======================
1. Consider these principles. Rephrase them in your own words and record them in your Negotiation notebook. (1 MC CPD Point)
2. Are there any other principles you think I have missed? Add them to your notebook. (1 MC CPD Point)

DOWNLOADS
===========
Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

RECOMMENDED READING
=====================
Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
===========================================================
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 1 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 3 MC CPD points
___

Note:
Links to our book recommendations are affiliated through Amazon

#Negotiation #ManagementCourses #ManagementTraining

source

Negotiation Process: A Full Guide to the 4 Steps [Compilation]
Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle a Negotiation Breakdown – Negotiation Tools
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Influencing and Persuading – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
Power at the Negotiating Table: Key Concepts in Negotiation
Non-verbal Aspects of Negotiation: Negotiating Body Language
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Bargaining Stage of the Negotiation Process
Opening Stage of the Negotiation Process
Preparation Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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