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


Empathic Negotiation – Negotiation Tools

Empathic negotiation allows you to get an understanding of how the other party is feeling. This will help you build rapport and improve your ability to negotiate effectively.

Almost magically, your empathy lets you create trust and liking. These are powerful tools when you want to strike a successful deal. It is especially useful to help you avoid confrontation or dial-down a potential conflict.

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

This video is part of course module number 5.2.3
Program 5: Managerial Skillset
Course 2: Negotiation
Section 3: Tools for Negotiators

Other videos about Tools for Negotiators include:
– How to Ask Questions
https://youtu.be/uy2fS0MhmAQ
– Listening Skills
https://youtu.be/YCIryXl-ApI
– Influencing and Persuading
https://youtu.be/fLXJzjIWUoM
– Force Field and PMI Analysis
https://youtu.be/NPtN1YREA5w
– MOSCOW Analysis
https://youtu.be/-UaczoKrjvk
– How to Handle Deadlock
https://youtu.be/jj62GodhUpg
– How to Handle a Breakdown
https://youtu.be/-ZqphBpceIs

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

Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles: of Negotiation https://youtu.be/FiEneNag8cI

LESSON NOTES
=============
Empathy starts with good listening
Then 5 steps

1. When they stop…
• Pause
– Silence
– Thinking

2. Now convey your understanding, using their words
• I can see that you think that…
• I appreciate why you are saying…
• I Understand that…

3. Now own your response
• De-fuse the pressure with ‘I am sorry that…’
– Not ‘I am sorry but…’
– We hear ‘but’ and forget what went before
• Then make your point…
– I feel that…
– I think that…
– My assessment is that…

4. Label your next step
• I’d like to make a suggestion
• I have one more question
• There’s a point I’d like to add

5. Now assert your preference
• What is suggest is…
• I’d like to propose…
• May I suggest…
• Before we move on, can I ask…
• The point I want to make is…

RECOMMENDED EXERCISE
======================
1. Reflect on the most effective negotiators ou have observed. How did they build empathy with the people around them? (2 MC CPD Points)
2. Next time you need to either negotiate or enter a significant discussion, practice your empathy-building skills. Use good listening and the five setps in this video. (2 MC CPD Points)
3. If you haven’t already done so, watch our video on listening skills: https://youtu.be/YCIryXl-ApI

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 Technology (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 point
– If you also carried out all of the recommended exercises, score a total of 5 MC CPD points
___

Note:
Links to our book recommendations are affiliated through Amazon

#Negotiation #ManagementCourses #EmpathicNegotiation

source

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
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
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating 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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