Negotiation Skills: Become A Master Of Negotiation

In this module Gavin welcomes participants and provides an overview of the contents, and introduces the collaborative principles behind the programme.

Gavin explains how his system for collaborative negotiation produces more in the way of results, improving personal and professional relationships in the process. In this module you will get to see how you can apply the principles of collaborative negotiation to improve relationships and results for you.

Gavin talks about his best-selling book on this topic, which you can buy on Amazon and at Waterstones and all other great bookstores.

In this bonus lecture Gavin tells a story about how he was taught a great lesson in negotiation - from his 6 year old niece. In doing so he introduces the key phrase "If you....then I....." and demonstrates how you can use it to shift the balance of power in any negotiation to achieve more win win.

In this briefing Gavin invites you to create your personal objectives for the programme. You will explore the positive results you want from this programme, and articulate in your workbook, the areas where you will apply this learning to make a difference. 

In this lecture Gavin distinguishes between effective negotiation practices and some of the behaviours that will prove ineffective and damaging in the long term.

In this lecture Gavin tells some stories from his experiences in overseas markets that distinguish between effective negotiation strategies, and market style haggling.

In this lecture Gavin explains the seven stages of effective negotiations and shows you how you can use them to develop better deals.

In this briefing Gavin invites you to reflect on a recent negotiation in which you've been and also to explore how you used each of the 7 steps. 

In this lecture Gavin introduces a key idea in preparation, ensuring you are equal, and that the other party is ready to negotiate with you.

In this briefing Gavin invites you to create agreement phrases that you will be comfortable using to ensure that before you begin your negotiations, you have received agreement from the other party that you are equal, and that they are ready to negotiate. Make sure you watch these exercise briefings, and complete the exercises, to get the most from this material.

In this lecture Gavin introduces a key model to help you prepare, the 4 P's, (or the 4 "likes"). Understanding the Preferences, Prejudices, Personality and Past of the person you are negotiating with is key to successful collaboration.

In this lecture Gavin highlights the importance that personality plays in negotiation, and stresses the importance of getting to know the person you are negotiating with before you have to make a final agreement.

In this lecture Gavin demonstrates why a "We then Me" attitude produces more effective results for professional negotiators.

In this briefing Gavin asks you to consider a negotiation you are involved with and asks you to apply the 4P's to the person you are negotiating with. As you complete this exercise you will start to understand more about the way you will have to plan and execute this negotiation differently according to what you know about the person you are negotiating with. 

In this lecture Gavin introduces one of the key concepts in effective negotiations; variables. He explains the importance of searching for these "creative options" and explains why at this stage you will need to start thinking about variables as a critical tool to getting deals that works for all the parties in your deals.

In this lecture Gavin gives some examples of creativity in variables

In this briefing you are invited to start to brainstorm for yourself the variables you will use in future negotiations to get more for yourself, and more for others.

In this lecture Gavin introduces another critical tool for the successful negotiator, the 'WIN Matrix'. This tool will help you plan effectively for future negotiations by articulating your top middle and bottom lines for future deals. Gavin also discusses here the BATNA, your best alternative to a negotiated agreement.

In this briefing you are invited to start to use the WIN tool in a real scenario. Using your workbook you will set a Want, Intend and Need point for a future negotiation scenario.

In this short introduction to this section Gavin explores the importance of seeing your partner's point of view as you are preparing to negotiate. 

In this lecture Gavin explore how humans create their own maps of the world, and explains how you can gain important ground in preparation by seeing through the lens of the person you are negotiating with.

In this briefing Gavin invites you to take a journey into the mind of a person you need to negotiate with. By stepping into their shoes you will get to prepare from their viewpoint and gain a critical insight into how you can create an agreement that works for all.

In this opening lecture Gavin explains the importance of getting onto equal ground before you discuss any issues with your negotiation partner. He introduces the importance of stating your intentions and getting agreement to collaborate, before you enter any further into a negotiation.

This lecture introduces a key concept in the world of mediation, and shows how you can go beyond "active listening" when you negotiate. You will see how you can use "co-active listening" to deepen your understanding, and build long lasting rapport with anyone with whom you need to negotiate. 

In this lecture Gavin explains how great negotiators, and effective listeners, use the power of pause to build rapport, deepen understanding , and get to the heart of important issues.

In this exercise you will get to practice turning your "closed questions" into "open questions". In doing so you'll learn a key tool into opening mouths, minds, hearts and wallets.

In this exercise you are challenged to think about what you can do to really exceed the expectations of your negotiation partner and find creative variables to use that create a radical shift in how they get value from their relationship with your business.

In this lecture Gavin introduces the concept of Socratic questioning, and demonstrates the concept  with our cameraman.

In this exercise you are invited to practice using agreement statements to build agreement in your negotiations.

In this lecture Gavin stresses the importance of making your proposal clear and being in control of the negotiation by controlling the proposal.

In this exercise you get to put the theory into practice by writing your own proposal.

In this exercise Gavin asks you to think about a question or statement you might use to ensure you are both on the same page

Here Gavin explains the value of moving in small steps and how silence can be your friend in a negotiation

In this exercise Gavin wants you to think about how you create your time outs in a negotiation

In this lecture Gavin stresses the importance of using the bargaining stage to exchange variables effectively, creating the foundation of an agreement that will work effectively for both parties. 

In this short lecture Gavin warns you of the perils of letting your negotiation partner control the negotiation by being the one who sends you their proposal first.

In this practical exercise you will get to draft an agreement in principle, to articulate an agreement you have created.

In this fascinating lecture Gavin introduces the Principles behind Innate Health, and shows you how you can understand your human operating system and use it more effectively to get more of what you want in life.

In this exercise you are challenged to explore in a deeper way how you're thinking is the source of your feelings, and your whole human experience. This exercise will help you to gain your own insight into how the human operating system, And an understanding of it will support you as a negotiator.

In this lecture Gavin explains how effective negotiators use their understanding of how the mind works, and how others operate, to connect more deeply, and influence more effectively, the people with whom they negotiate.

In this lecture Gavin introduces the idea of personality profiling, and how you can use it to become a more effective negotiator.

In this lecture Gavin explains a simple yet effective model for identifying personality traits in a person

In this lecture Gavin explains the 8 aspects which can be used to identify personality traits, and the Lumina Splash app which can be found at the link below:

https:/splash.luminalearning.com

In this lecture Gavin introduces the inspiration driven and discipline driven aspects of personality, and shows you how to recognise them in yourself and others.

In this exercise you will experience a popular test that psychologists like to use to explore the next aspect of personality we will be looking at in this program.

In this lecture Gavin explains the aspect of personality that is called big picture versus down-to-earth in the Lumina spark model.

In this exercise you'll get to explore how you use your thinking to make decisions, are you using your head all your heart as your primary resource when making decisions?

In this lecture Gavin explores the aspect of personality Jung labelled Thinking versus Feeling. You will hear why the new manner spark model prefers the phrases People Focused versus Outcome Focused, And you will understand how to spot these aspects of personality in yourself and others.

In this lecture Gavin describes the free Lumina Splash app which can help identify your personality traits:

https://splash.luminalearning.com/

In this exercises you can manually assess which aspects of your personality you are using to deepen your understanding of yourself and how you use in the four colour energies in your everyday life.

In this lecture Gavin explores how you can use your understanding of personality to be more effective as a negotiator. You will be able to understand how to adapt your own behaviour to be more effective in influencing others.

In this lecture Gavin enthusiastically explains how you can use the learning from this program in any area of your life, exploring how the principles of collaborative negotiation can be used to enhance relationships in your family and with your friends.

In this lecture Gavin introduces this useful chapter of the program by explaining how gambits can be used by this principal negotiators to try and gain advantage in negotiations. In this first lecture Gavin explores the"Columbo" gambit which is often used to try and get more light at the end of negotiation using the nineteen seventies TV detective Columbos' famous phrase" just one more thing".

In this lecture Gavin introduces A classic gambit used by so many people, the "flinch"  or "sharp intake of breath". You will understand how it can unsettle the balance of power, and how you can naturally avoid it having anything but a positive impact on your future negotiations

In this lecture Gavin explains A useful gambit to be aware of, the “red herring”. Understanding how negotiators can introduce “red herrings” , into a negotiation in order to gain advantage when they subsequently withdraw them is a useful antidote to being adversely influenced by them.

In this lecture Gavin explores two common gambits "higher authority" and "good cop / bad cop" that can be used to unsettle you, force you to make unnecessary concessions, or avoid making a decision in your negotiations. 

In this lecture Gavin explains the reluctant buyer / seller trick and how to defuse it as a tactic

In this final lecture Gavin Explains a gambit that can be to force you to make a bad choice.