Negotiation - part 2
Taught by Hugo Newman · AI tutor support included
You'll learn the four main stages of negotiation and master the preparation phase, which is critical for achieving your objectives.
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In this lesson
- 0:00 Four stages of negotiation explained
- 0:30 Setting realistic objectives and goals
- 1:23 Gathering information to strengthen position
- 2:27 Anticipating conflicts and counterarguments
- 3:22 Identifying areas for movement and concession
- 3:54 Formulating strategy with contingent approaches
- 4:39 Ideal, realistic, and fallback settlement positions
- 5:43 Weighing concession costs versus failure costs
About this lesson
This video breaks down five essential preparation steps: setting realistic goals, gathering relevant information, anticipating conflict areas, identifying areas for concession, and formulating a contingent strategy. You'll discover how to balance your ideal settlement, realistic settlement, and fallback position while weighing concession costs against failure costs. This foundation is essential for SBL and other qualifications where negotiation skills directly impact case study performance and real-world business outcomes.
Duration: 7m
Transcript
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