Trainings
The free negotiation trainings are designed to help small-business owners and entrepreneurs develop the skills necessary to discover optimal solutions to problems faced in negotiations and to find the best means to implement those solutions.
The first training session offers an introduction to negotiation, followed by trainings for more specific negotiation situations held throughout August and September.
Each of the hour-long trainings will be followed by a Q&A session so business owners can ask questions and learn more about appropriate negotiation tactics.
Introduction to Negotiations
Supplemental Materials
- Download the slides for Introduction to Negotiations.
- Download the transcript of Introduction to Negotiations in English.
- Download the transcript of Introduction to Negotiations in Mandarin.
- Download the transcript of Introduction to Negotiations in Spanish.
- Download the transcript of Introduction to Negotiations in Vietnamese.
Pre-Negotiation Plan Template
- Download the Pre-Negotiation Plan Template in English.
- Download the Pre-Negotiation Plan Template in Mandarin.
Q&A: Introduction to Negotiations
-
Why we need negotiations training
People typically don’t have a good understanding of what it means to negotiate, despite the fact that we do it every single day. In this video, we'll define negotiation, and explore a few reasons why you're probably not as good at it as you think you are.
- Watch "Why we need negotiations training" (temporarily unavailable)
-
Planning for a negotiation
This video explains three important concepts in negotiation: Best Alternative to a Negotiated Agreement (BATNA), Reservation Point, and Target. Understanding these three concepts is fundamental to preparing a systematic plan for effective negotiations.
-
Job Negotiation Tips
Below are two videos to help provide some information about job negotiations. Although every job negotiation is a bit different, I’ve provided some issues to consider as you prepare for these potentially anxiety-producing negotiations.
Part 1
Part 2
Single-Issue Negotiations
Supplemental Materials
- Download the slides for Single-Issue Negotiations.
- Download the transcript of Single-Issue Negotiations in English.
- Download the transcript of Single-Issue Negotiations in Mandarin.
- Download the transcript of Single-Issue Negotiations in Vietnamese.
- Download the transcript of Single-Issue Negotiations in Spanish.
Supplemental Videos: Single-Issue Negotiations
-
Making Concessions
Concessions are made when you give up or reduce your negotiation outcome(s) in order to appease the other side to facilitate a negotiated agreement. As concessions are extremely likely within any negotiation, it is important to understand how and when to make concessions.
- Watch "Making Concessions" (temporarily unavailable)
-
Fairness and the Other Side
It is important to frame the offer, why it’s fair, and also recognize that the other party might have a different perception of fairness and be amenable to that. In this video, we’ll explore different conceptualizations of fairness in the context of negotiations.
- Watch "Fairness and the Other Side" (temporarily unavailable)
Negotiations with Multiple Issues
Supplemental Materials
- Download the transcript for Negotiations with Multiple Issues.
- Download the slides for Negotiations with Multiple Issues.
- Download the transcript of Negotiations with Multiple Issues in Mandarin.
- Download the transcript of Negotiations with Multiple Issues in Spanish.
- Download the transcript of Negotiations with Multiple Issues in Vietnamese.
Influence Tactics and Advanced Negotiation Strategies
Supplemental Materials
- Download the transcript for Influence Tactics and Advanced Negotiation Strategies.
- Download the slides for Influence Tactics and Advanced Negotiation Strategies.
- Download the transcript of Influence Tactics and Advanced Negotiation Strategies in Mandarin.
- Download the transcript of Influence Tactics and Advanced Negotiation Strategies in Spanish.
- Download the transcript of Influence Tactics and Advanced Negotiation Strategies in Vietnamese.
Multiparty Negotiations
Supplemental Materials
- Download the slides for Multiparty Negotiations.
- Download the transcript for Multiparty Negotiations.
- Download the transcript for Multiparty Negotiations in Mandarin.
- Download the transcript for Multiparty Negotiations in Spanish.
- Download the transcript for Multiparty Negotiations in Vietnamese.