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REFRESH and Expand your Negotiation Skills
Introduction
Welcome to the course (4:44)
Who's Got The Power?
What is Power and Why does it Matter? (6:06)
Market Power (7:58)
Knowledge and Information Power (10:24)
Mastering BATNA (9:18)
Other Power Sources (5:19)
Managing Emotions
Can We Manage Their Emotions? (5:28)
Managing our Own Emotions (4:19)
Professional Empathy (3:01)
Positions and Stands
Why we take Positions (3:08)
The Sam Model (10:02)
Negotiation Approaches
Introduction to Negotiation Approaches (3:40)
Competitive Win Lose Negotiations (21:08)
Collaborative Win win Negotiators (11:09)
Analogy Alert - the fixed Pie. (7:57)
The Negotiators Dilemma (4:06)
Creating Value
How do people determine value? (5:25)
What is market Value? (8:33)
What is Your Value? (6:21)
Seeing value from the clients perspective (6:13)
Using Persuasion and Influence
The Ethics of Persuasion (5:29)
The Persuasion Principles (9:10)
Further Learning on Persuasion (2:09)
The Planning Guide for Real Estate Negotiations
Reviewing the Guide (8:56)
Gathering Information (6:40)
Asking Powerful Questions (6:31)
Conclusion
Quick Chat with Suze and What's Next? (3:10)
Feedback Survey and Ideas for New Courses
Analogy Alert - the fixed Pie.
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