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


Never Split the Difference – Masters of Negotiation series

Never Split the Difference by Chris Voss and Tahl Raz is the most recent book in our Masters of Negotiation series. But it immediately grabbed my attention. It’s easy to read and full of absolute gold.

Chris Voss is a former FBI hostage negotiator. Never Split the Difference presents negotiation based on the techniques he used in that role. If you are negotiating for someone’s life, splitting the difference is a poor strategy!

Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Watching this video is worth 2 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
https://youtu.be/GNW-7yvDXBc
– Getting Past No
https://youtu.be/bwb4-5KRjD0
– Never Split the Difference
https://youtu.be/qGBSPIACG9Y
– Bargaining for Advantage
https://youtu.be/1JRlfxPUwP0
– Handling Negotiation
https://youtu.be/5TXLf5C0Zis

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

LESSON NOTES
============
1. Successful negotiation requires thorough preparation for how to proceed. Access all available prior knowledge.
2. Learn to manage your emotions.
3. Practice active listening techniques to make the other party feel a sense of trust.
4. Practice empathy for the other side, to gain trust and understanding.
5. Summarize and repeat their concerns in a way that will make them say, ‘That’s right.’ This builds agreement to your solution.
6. Use the word ‘no’ to uncover points of contention.
7. Use the words ‘how’ or ‘what’ to convince the other party to solve shared problems with you. ‘How’ questions help make agreements practical and actionable.
8. Most communication is nonverbal. You need to be able to interpret tone of voice and body language.
9. Three negotiating styles:
– assertive
– analytical
– accommodating.
10. Make progressive offers so the other party thinks they are getting as much as possible.
11. Look for Black Swans – hidden factors that can completely change the negotiation if you can discover and use them.

More on ‘What is a Black Swan?’ from our sister channel: https://youtu.be/C9R0EDyQybs

RECOMMENDED EXERCISE
======================
1. Use this as the start for building yourself a checklist of reminders for how to be effective in future negotiations. If necessary, go over other videos to help you build up your checklist. (4 MC CPD Points)
2. Check out the great free resources on Chris Voss’s Black Swan Group website: https://www.blackswanltd.com/home – it is well worth subscribing to the blog. (2 MC CPD Points)

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

RECOMMENDED READING
=====================
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
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

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 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 8 MC CPD points
___

Note:
Links to our book recommendations are affiliated through Amazon

#Negotiation #ManagementCourses #NeverSplitTheDifference

source

Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
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
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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