Negotiating at Work: Better Deals, Stronger Ties

What's inside

1. Level 1: What Negotiation Is (and When Not to Do It)Free
   You learn what negotiation at work really is, why the relationship matters as much as the deal, and how to tell when it's smarter not to negotiate at all.
2. Level 2: Preparing: Goals, Limits and InformationFree
   You learn how to prepare before any negotiation by setting an ambitious but realistic goal, a clear limit and a list of the information you still need.
3. Level 3: Interests Versus Positions
   Drawing on Fisher and Ury's Getting to Yes, you learn to look past what people demand (their positions) to why they want it (their interests).
4. Level 4: Your BATNA and Reservation Point
   You learn what a BATNA (Best Alternative to a Negotiated Agreement, from Getting to Yes) is, how to improve it, and how it sets your reservation point, the point where you walk away.
5. Level 5: Finding the ZOPA
   You learn how the two sides' reservation points create a zone of possible agreement (ZOPA), a core idea taught by the Harvard Program on Negotiation, and what to do when there isn't one.
6. Level 6: Anchoring and First Offers
   You learn how first offers anchor a negotiation, when it pays to go first, and how to respond calmly to an extreme anchor from the other side.
7. Level 7: Asking Good Questions and Listening
   You learn to use open questions, active listening and summarising to uncover information and build trust at the table.
8. Level 8: Making and Trading Concessions
   You learn to plan your concessions, trade them rather than give them away, and shrink them as you move so you signal where you're close to your limit.
9. Level 9: Creating Value with Packages and Options
   You learn to grow the pie by bundling issues into packages and offering several options at once, building on Getting to Yes's idea of inventing options for mutual gain.
10. Level 10: Handling Hard Tactics
    You learn to spot and calmly neutralise common hard tactics: false deadlines, good cop bad cop, nibbling and take it or leave it.
11. Level 11: Emotions and Difficult Moments
    You learn to manage your own emotions and the other side's when things get tense, using pauses, acknowledgement and Getting to Yes's advice to separate the people from the problem.
12. Level 12: Negotiating by Email and Video
    You learn how negotiating by email and on video calls changes tone, timing and trust, and how to adapt your approach to each channel.
13. Level 13: Cultural Differences in Outline
    You get an outline of how cultural norms around directness, time, hierarchy and relationship-building can shape negotiations, and how to prepare without stereotyping.
14. Level 14: Negotiating Your Pay and a Job Offer
    You learn to prepare for and hold a pay conversation or job offer negotiation, using market data, your BATNA and the whole package, not just salary.
15. Level 15: Supplier and Client Negotiations
    You learn to negotiate commercial deals from both sides of the table, buying from suppliers and selling to clients, balancing price, terms, risk and the long-term relationship.
16. Level 16: Negotiating with Colleagues and Your Manager
    You learn to negotiate internal requests such as workload, deadlines, resources and priorities with colleagues and managers, where the relationship continues long after the deal.
17. Level 17: Closing, Writing Up and Following Through
    You learn to spot when a deal is ready to close, confirm it clearly, write it up accurately and follow through so the agreement actually holds.
18. Level 18: Final Challenge: An Honest Deal, Start to Finish Exam
    In the final challenge you take a full workplace negotiation from preparation to written agreement, with ethics and honesty as the thread, and bring together every skill from the course.

Access

The first 2 levels are free with a free account. Every level, the podcast edition and the AI tutor come with All Access at £4.99/month or any Creator plan — see pricing.

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