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The Psychology of Negotiation
Master the human side of deal making
Mit Prof. Dr. Niels Van Quaquebeke
Videokurs mit 16 Kapiteln, 302 Minuten
Gratislektion ansehen Im Abo enthalten

The Psychology of Negotiation

Master the human side of deal making
Mit Prof. Dr. Niels Van Quaquebeke
Videokurs mit 16 Kapiteln, 302 Minuten
Im Abo enthalten
Das lernen Sie in diesem Kurs

Inhalt

The psychological view of negotiations

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.

16 Kapitel, 302 Minuten

Kapitel

01

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'
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'
02

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'
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'
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'
04

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'
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'
05

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'
06

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
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
07

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
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
08

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
»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
09

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
10

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'
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'
11

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
12

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
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
13

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
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
14

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'
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'
15

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
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
16

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'

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Über unsere Dozent*innen

Prof. Dr. Niels Van Quaquebeke
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)
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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 Buch 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.

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