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

Handling Resistance – Masters of Negotiation series

The Handling Resistance Pocketbook is a mini-goldmine of tips and tricks to handle resistance in all sorts of contexts – including negotiation. And I know the author, Mike Clayton, well… It’s me!

Although not strictly a book about negotiation, I truly believe the Handling Resistance Pocketbook is a valuable asset for all negotiators. And more that that… for all managers.

Watching this video is worth 3 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.4
Program 5: Managerial Skillset
Course 2: Negotiation
Section 4: Masters of Negotiation

Other videos about Masters of Negotiation include:
– Getting to Yes
– Getting Past No
– Never Split the Difference
– Bargaining for Advantage
– Handling Negotiation

Module 5.2.1 covers the Fundamental Model of Negotiation.
Start with the 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

Module 5.2.3 covers Tools for Negotiators
Start with How to Ask Questions – https://youtu.be/uy2fS0MhmAQ

8 Principles for handling resistance while staying in harmony:

1. Focus
a. Who you are
b. Your desired outcome
c. Your resources

2. Personal Power
project yourself with:
a. Confidence
b. Optimism
c. Flexibility
d. Resilience

3. Stay Relaxed
Positive and energetic relaxation
Don’t let your emotions get in the way of reason

4. Use the Power of Silence

5. Argue them around
Rational deployment of facts

6. Divide up the Pie

7. The Four Persuaders:
a. You
Credibility and likeableness
b. Them (crowd)
Peer pressure and social proof
c. Me (other side)
self interest and conscience
d. Fear
Rarity and time pressure
+ scarcity and FOMO

8. Step out of the way
Avoid negotiating if:
a. You’re unprepared
b. Emotional temperature is too high

1. Use this as the start for building yourself a toolkit for how to handle resistance in future negotiations. (4 MC CPD Points)

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

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 3 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 7 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #ManagementCourses #HandlingResistance


The Principles of Negotiation [Compilation]
Negotiation Process: A Full Guide to the 4 Steps [Compilation]
Deleted video
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
Core Principles of 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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