The core element of any negotiation are the people that find themselves within it. This negotiation training is therefore a crash course in psychology, condensed on the most relevant aspects for negotiations. The knowledge will help you develop ...

... confidence for the negotiation process. It enables you to understand yourself and your negotiation partner better - whether in a business meeting with decision-makers or in everyday situations. You will be surprised how easy it is to be one step ahead of your counterpart.

Why negotiations are becoming increasingly relevant

The trends towards globalization, individualization, and social discourse mean that negotiations are becoming increasingly relevant. Everything that can be negotiated will be negotiated: the question is whether in your favor. To prepare you optimally, in this video course, ZEIT Akademie lecturer Prof. Dr. Niels Van Quaquebeke introduces you to some basic and advanced topics of negotiations. Afterwards, you will be able to comprehensively analyze yourself, the other party, and the negotiation situation. Based on this, you will learn various practical negotiation strategies and tactics- as well as how to defend against them. You may have heard of »anchoring«, but do you know about »scope creep«? And how do you behave when your negotiating partner suggests simply splitting the difference »fairly«? Get on board and enjoy the dance of professional negotiations.

Learn to negotiate with win-win approaches so that both sides benefit

Most people think of negotiations in terms of win-lose strategies. These strategies are about dividing up the proverbial pie. The principle here is: what one party gets, the other party does not. However, there are also numerous win-win negotiation options. This method of negotiation is all about finding ways to increase the proverbial pie or creative dividing it up in such a way that in the end both parties are satisfied because both get what they want without having to compromise. This not only requires the right mindset but also concrete communicative tools, which you will learn in this course.

A good contract, digital negotiations and ethical considerations

At the end of the course, it's all about negotiating in the digital world. What do you need to keep in mind when you are not sitting face to face? How can you negotiate in the digital realm, and what common mistakes should you avoid? In the web-based training you will learn the art of getting a good deal and, in all that, how to also check your ethics.

Learning with examples from practice

The comprehensive course covers numerous practical examples and dives into the experience of the lecturer from over 15 years of training and negotiation support. With concrete exercises, you can transfer the knowledge to your everyday work. Prof. Dr. Niels Van Quaquebeke provides you with the tools to get more out of the course for your own company and also for yourself.

Mehr Inhalt anzeigen

16 Kapitel, 302 Minuten

Kapitel

About this course

In the first lesson, you will get to know the structure of the course and your lecturer Prof. Dr. Niels Van Quaquebeke. Additionally, you will learn why you should be concerned with professional negotiation at all - in all situations of your life.

Teile:

Introduction Niels Van Quaquebeke01:53'

About the course04:16'

What negotiation is01:51'

Two strategic vectors in negotiations03:15'

Quiz

Recent trends that exacerbate the need for negotiations in business03:01'

Quiz

Human shortcomings when it comes to negotiating04:48'

Introduction Niels Van Quaquebeke01:53'

About the course04:16'

What negotiation is01:51'

Two strategic vectors in negotiations03:15'

Quiz

Recent trends that exacerbate the need for negotiations in business03:01'

Quiz

Human shortcomings when it comes to negotiating04:48'

Three basic models to help you better understand negotiations

You will learn about the Discount Model, the Kano Model, and the Kraljic Matrix - three models that will help you better understand the basic dynamics of any negotiation.

Teile:

Understanding the impact of discounts04:04'

Quiz

Understanding customer satisfaction via the Kano Model06:15'

Quiz

Understanding your negotiation position via the Kraljic Matrix09:24'

Tool: Develop your own career positioning01:05'

One more thing: The compounding logic04:03'

Negotiation myth busting03:03'

You will learn about the Discount Model, the Kano Model, and the Kraljic Matrix - three models that will help you better understand the basic dynamics of any negotiation.

Teile:

Understanding the impact of discounts04:04'

Quiz

Understanding customer satisfaction via the Kano Model06:15'

Quiz

Understanding your negotiation position via the Kraljic Matrix09:24'

Tool: Develop your own career positioning01:05'

One more thing: The compounding logic04:03'

Negotiation myth busting03:03'

Preparing for the Negotiation - Locating Yourself

Many people look to the other side first when negotiating. In this lesson, you will learn how important it is to look at your own interests as well. Clearly articulating your target points, your reservation point, and your alternatives will help.

Teile:

The crucial role of target points, reservations points, and BATNA’s06:42'

Quiz

ZOPA – the zone of possible agreements03:13'

Quiz

How to determine your target and reservation points?03:27'

A word of psychological advice on how to navigate between target and reservation point02:53'

The crucial role of target points, reservations points, and BATNA’s06:42'

Quiz

ZOPA – the zone of possible agreements03:13'

Quiz

How to determine your target and reservation points?03:27'

A word of psychological advice on how to navigate between target and reservation point02:53'

Preparing for the Negotiation - Understanding the Other Side

A good understanding of your negotiating partner is essential for eventually deploying effective negotiation strategies and tactics. For this reason, in this lesson you will learn about different facets that will help you better understand and respond to the other side.

Teile:

From positions to preferences11:00'

Quiz

Personality of the other party11:00'

Quiz

The hidden table03:20'

Quiz

Tool: How to draw an all party map00:54'

Power and perspectives not taken03:02'

How to find out about the other party?03:00'

Tool: Creating a profile from social media00:45'

Direct ways of assessment08:15'

Tool: Active Listening02:40'

From positions to preferences11:00'

Quiz

Personality of the other party11:00'

Quiz

The hidden table03:20'

Quiz

Tool: How to draw an all party map00:54'

Power and perspectives not taken03:02'

How to find out about the other party?03:00'

Tool: Creating a profile from social media00:45'

Direct ways of assessment08:15'

Tool: Active Listening02:40'

Preparing for the Negotiation - Overviewing the Situation

In addition to yourself and the other party, the negotiation situation also plays an important role. In this lesson, you will learn how you can best gauge and take advantage of it.

Teile:

Preparing for the negotiation - the situation07:00'

Quiz

Tool: Negotiation cheat sheet01:20'

In addition to yourself and the other party, the negotiation situation also plays an important role. In this lesson, you will learn how you can best gauge and take advantage of it.

Teile:

Preparing for the negotiation - the situation07:00'

Quiz

Tool: Negotiation cheat sheet01:20'

Using Psychological Principles in Negotiation - Reciprocity and Consistency.

In this lesson, you will learn about seven psychological principles that have a major impact on negotiations. The first section of the lesson focuses on the principles of reciprocity and consistency. Reciprocity describes mutuality: giving and receiving. The consistency principle is about the fact that people want to stay true to prior commitments.

Teile:

Reciprocity15:05'

Quiz

Consistency09:32'

Quiz

Reciprocity15:05'

Quiz

Consistency09:32'

Quiz

Using Psychological Principles in Negotiation - Social Proof and Sympathy

One of the strongest principles is that of sympathy or liking. You will learn how to use it in negotiation in this lesson. The lesson also deals with social proof, for example, via the targeted use of references.

Teile:

Social proof11:05'

Quiz

Liking06:03'

Quiz

Social proof11:05'

Quiz

Liking06:03'

Quiz

Using Psychological Principles in Negotiation - Authority, Succinctness, and Contrast.

»Thirty people are looking at this product right now. There are only two left.« What does it do to you? In this lesson, you will earn how to use the principle of scarcity in your negotiation. It also covers the principles of authority and contrast.

Teile:

Authority05:19'

Quiz

Scarcity09:20'

Quiz

Contrast03:10'

Quiz

Authority05:19'

Quiz

Scarcity09:20'

Quiz

Contrast03:10'

Quiz

Basic Considerations Before Using Tactics

Basic Considerations Before Using Tactics.

Teile:

Strengthening your arguments01:57'

Quiz

Establishing mutual trust03:34'

Detecting lies02:59'

Quiz

Basic Considerations Before Using Tactics.

Teile:

Strengthening your arguments01:57'

Quiz

Establishing mutual trust03:34'

Detecting lies02:59'

Quiz

Softball tactics for win-lose negotiations

Welcome to the negotiation table. This lesson is about softball tactics in win-lose negotiation. You'll learn how to play (with) your opponent and protect yourself from being played. From so-called anchoring tactics to skillfully arranging the seating.

Teile:

Introduction02:49'

Masking – putting on an act01:30'

Interpreting – telling them how to think and feel03:57'

Quiz

Scheduling – manipulating time and place04:33'

Anchoring – defining the reality with your first offer05:39'

Quiz

Concession games – moving towards each other02:24'

Even splits – seemingly fair01:39'

Quiz

Scope creep – squeezing more out of a done deal01:19'

Seating arrangement – using the room03:28'

Quiz

Side note – disruptive action02:53'

Introduction02:49'

Masking – putting on an act01:30'

Interpreting – telling them how to think and feel03:57'

Quiz

Scheduling – manipulating time and place04:33'

Anchoring – defining the reality with your first offer05:39'

Quiz

Concession games – moving towards each other02:24'

Even splits – seemingly fair01:39'

Quiz

Scope creep – squeezing more out of a done deal01:19'

Seating arrangement – using the room03:28'

Quiz

Side note – disruptive action02:53'

Hardball tactics for win-lose negotiations

Let's take it up a notch. In this lesson, you'll learn about hardball tactics for negotiation. Because one thing is certain: not everyone plays a fair game.

Teile:

Good cop–bad cop – from cinema to business02:38'

Low or high ball – throwing the other party off their game02:30'

Quiz

Bogey – sending someone chasing after a decoy02:02'

The nibble – too small to say “no” to01:58'

Quiz

Chicken – going all-in03:44'

Higher authority – finger pointing to give yourself leverage03:05'

Quiz

Intimidation – the emotional wrestle04:09'

Relentless – pushing it further and further02:57'

Quiz

Snow Job – overwhelmed by information01:44'

Bringing it together: An anecdote for reflection02:51'

Quiz

Let's take it up a notch. In this lesson, you'll learn about hardball tactics for negotiation. Because one thing is certain: not everyone plays a fair game.

Teile:

Good cop–bad cop – from cinema to business02:38'

Low or high ball – throwing the other party off their game02:30'

Quiz

Bogey – sending someone chasing after a decoy02:02'

The nibble – too small to say “no” to01:58'

Quiz

Chicken – going all-in03:44'

Higher authority – finger pointing to give yourself leverage03:05'

Quiz

Intimidation – the emotional wrestle04:09'

Relentless – pushing it further and further02:57'

Quiz

Snow Job – overwhelmed by information01:44'

Bringing it together: An anecdote for reflection02:51'

Quiz

Techniques for Win-win Negotiation

The great art of win-win negotiation is to reach an outcome that adds value to both sides. This requires a lot of trust in and a good understanding of the other side. In this lesson, you will learn how to best go about this.

Teile:

Techniques for win-win negotiations12:39'

Quiz

Techniques for win-win negotiations12:39'

Quiz

Closing the deal

You've now learned all the tricks of the negotiation trade. But how do you close a good deal? That's what this lesson is all about. Deal or no deal, either way you should know how to part ways constructively - after all, you may want to negotiate again in the future.

Teile:

Closing the deal08:33'

Quiz

Closing the deal08:33'

Quiz

Ethical Considerations

Are you allowed to lie to get a better result? How tough should you negotiate? Are you taking too much advantage of your relationships? These issues touch on the question of ethics in negotiations. In this lesson, you will learn how to develop your own moral compass, and align yourself in a way that gives you consistency.

Teile:

Ethical considerations06:34'

On lying and generally checking yourself03:51'

Quiz

Tool: Write your negotiation obituary00:34'

Ethical considerations06:34'

On lying and generally checking yourself03:51'

Quiz

Tool: Write your negotiation obituary00:34'

Digital negotiations

Not only since the Corona pandemic, many negotiations take place online. You should therefore know what to consider in this special negotiation situation and how you can also to use digital tools most effectively.

Teile:

Digital negotiations12:59'

Quiz

Digital negotiations12:59'

Quiz

Conclusion

Now it's time to stay tuned. In the final lesson, we'll help you find ways to apply what you've learned to your everyday life over the long term.

Teile:

Conclusion03:26'

Letter to your future self

Tool: Reminders05:29'

Quiz

Standing on the shoulders of giants06:14'

Credits00:40'

Now it's time to stay tuned. In the final lesson, we'll help you find ways to apply what you've learned to your everyday life over the long term.

Teile:

Conclusion03:26'

Letter to your future self

Tool: Reminders05:29'

Quiz

Standing on the shoulders of giants06:14'

Credits00:40'

Alle Kapitel anzeigen

Ihr Abo im Überblick

Abo ab 19,99 €

Neben diesem Kurs können Sie über 80 Video-Kurse & Webinare unbegrenzt streamen

Inhalte von über 150 renommierten Expert*Innen

Zugriff auf alle neu erscheinenden Kurse

Zugriff auf exklusives Begleitmaterial

Mit der Downloadfunktion der App alle Videos auch offline genießen

Zum Abo

						
Lernen Sie von den Besten
						
            Über unsere Dozent*innen

Presented by

Prof. Dr. Niels Van Quaquebeke

has been working as an organizational psychologist and professor for over fifteen years on the psychology of leadership, conflict management, and negotiation. Since 2011, the internationally recognized expert has been researching and teaching at the Kühne Logistics University in Hamburg. In line with his philosophy of »understanding people, moving people«, Niels Van Quaquebeke advocates for a better understanding of human nature as a basis for more effective interactions.

(Photo credit: Dennis Williamson)

Kontakt zum Dozenten:

Trailer

Ein Blick in den Kurs

Der Kurs besteht aus Kapiteln im Videoformat. Hier finden Sie einige Ausschnitte aus dem Kurs.

The Psychology of Negotiation Begleitbuch

Das E-Book zum Kurs

Take advantage of the opportunity to download the high-quality accompanying booklet »The Psychology of Negotiation« to the video course as a PDF. Read up on the most important insights. You will find all course contents are clearly presented in a nutshell. The creative design ensures a positive learning experience. Illustrations and concrete tips help you to deepen your knowledge.

Download Leseprobe

Bewertungen

Das sagen unsere Kund*innen

(Durchschnitt aller Bewertungen)

100%

D. Divibib - 06.01.2023:

Eye opener course, lecture studded with good examples, participants stay engaged via regularly interspersed quizzes. I was surprised that a considerable number of participants were not able to answer the questions correctly though (evidently, I did not always have the right answer, either).

G. Franke - 22.04.2022:

Sehr gute und relevante Präsentation des Themas.

The Psychology of Negotiation

Inhalt

The psychological view of negotiations

Why negotiations are becoming increasingly relevant

Learn to negotiate with win-win approaches so that both sides benefit

A good contract, digital negotiations and ethical considerations

Learning with examples from practice

Kapitel

About this course

Three basic models to help you better understand negotiations

Preparing for the Negotiation - Locating Yourself

Preparing for the Negotiation - Understanding the Other Side

Preparing for the Negotiation - Overviewing the Situation

Using Psychological Principles in Negotiation - Reciprocity and Consistency.

Using Psychological Principles in Negotiation - Social Proof and Sympathy

Using Psychological Principles in Negotiation - Authority, Succinctness, and Contrast.

Basic Considerations Before Using Tactics

Softball tactics for win-lose negotiations

Hardball tactics for win-lose negotiations

Techniques for Win-win Negotiation

Closing the deal

Ethical Considerations

Digital negotiations

Conclusion

Ihr Abo im Überblick

Über unsere Dozent*innen

Prof. Dr. Niels Van Quaquebeke

Trailer

Bewertungen

Registrieren Sie sich hier: