Negotiation for Professionals

Complete syllabus

Every chapter and lesson

1. 01

   Chapter 1 · 3 lessons

   Mindset & Leverage

   1. 1.1

      Negotiation is collaboration

      8 min · Quick check

      Lesson goal: By the end you can explain the concept of negotiation as a collaborative process.

      • Negotiation involves working together to reach a mutually beneficial agreement.
      • Collaboration fosters trust and open communication between parties.
      • Successful negotiation requires understanding the perspectives of all involved.
   2. 1.2

      Interests vs. positions

      9 min · Quick check

      Lesson goal: By the end you can differentiate between interests and positions in negotiation.

      • Interests are the underlying reasons or needs that motivate parties.
      • Positions are the specific demands or statements made by parties during negotiation.
      • Identifying interests helps in finding common ground and creative solutions.
   3. 1.3

      Knowing your BATNA & leverage

      8 min · Quick check

      Lesson goal: By the end you can assess your Best Alternative to a Negotiated Agreement (BATNA) and leverage in negotiations.

      • BATNA is the best outcome you can achieve if negotiations fail.
      • Understanding your leverage involves knowing your strengths and alternatives.
      • A strong BATNA increases your negotiating power and confidence.
2. 02

   Chapter 2 · 3 lessons

   Preparation Wins

   1. 2.1

      Research & anchors

      9 min · Quick check

      Lesson goal: By the end you can identify the importance of research and anchors in negotiation.

      • Define research in the context of negotiation.
      • Explain the concept of anchors and their psychological impact.
      • Discuss how to gather relevant information before a negotiation.
      • Identify potential anchors that can be used during negotiations.
   2. 2.2

      Targets & walk-away points

      8 min · Quick check

      Lesson goal: By the end you can establish targets and walk-away points for effective negotiation.

      • Define targets and walk-away points in negotiation.
      • Explain the significance of setting realistic targets.
      • Discuss how to determine your walk-away point before negotiations begin.
      • Identify strategies for adjusting targets during the negotiation process.
   3. 2.3

      Planning the opening

      8 min · Quick check

      Lesson goal: By the end you can plan an effective opening for your negotiation.

      • Define the purpose of an opening in negotiation.
      • Explain the elements of a strong opening statement.
      • Discuss strategies for crafting an effective opening.
      • Identify common pitfalls to avoid in the opening phase.
3. 03

   Chapter 3 · 3 lessons

   The Conversation

   1. 3.1

      Listening & questions

      9 min · Quick check

      Lesson goal: By the end you can understand the importance of active listening and effective questioning in negotiations.

      • Define active listening and its role in negotiation.
      • Identify different types of questions and their purposes.
      • Explain how to use questions to gather information and clarify positions.
      • Discuss the impact of listening on relationship building during negotiations.
   2. 3.2

      Making & trading offers

      9 min · Quick check

      Lesson goal: By the end you can effectively make and trade offers in a negotiation context.

      • Define what constitutes an offer in negotiation.
      • Explain the concept of trading offers and its significance.
      • Identify strategies for making compelling offers.
      • Discuss the importance of flexibility and creativity in trading offers.
   3. 3.3

      Handling pushback & tactics

      8 min · Quick check

      Lesson goal: By the end you can handle pushback and tactics effectively during negotiations.

      • Define pushback and common negotiation tactics.
      • Identify strategies to respond to pushback constructively.
      • Explain the importance of maintaining composure under pressure.
      • Discuss techniques for reframing tactics to your advantage.
4. 04

   Chapter 4 · 2 lessons

   The Conversations That Move Your Career

   1. 4.1

      Negotiating salary & offers

      9 min · Quick check

      Lesson goal: By the end you can effectively negotiate salary and job offers.

      • Understand the components of a salary package, including base salary, bonuses, and benefits.
      • Learn how to research industry standards for compensation.
      • Develop strategies for articulating your value to potential employers.
      • Practice responding to common employer objections during salary negotiations.
   2. 4.2

      Vendor deals & cross-team buy-in

      9 min · Quick check

      Lesson goal: By the end you can successfully negotiate vendor deals and secure cross-team buy-in.

      • Define the key elements of a vendor deal and the importance of mutual benefit.
      • Identify stakeholders across teams and their interests in the negotiation process.
      • Learn techniques for building consensus and gaining support from different teams.
      • Explore methods for presenting proposals that align with organizational goals.