Negotiation Skills: Course Overview

Summary

Deborah Lrer, a seasoned negotiator and faculty member at the University of Michigan, introduces her course on negotiation skills, blending her 30 years of corporate experience and 20 years as an entrepreneur. The course emphasizes building confidence, understanding human psychology, and mastering negotiation techniques for both personal and professional scenarios. Key topics include the evolution of negotiation, empathy, practical tips for various situations, and strategies for handling negotiations in different environments. Lrer also highlights the importance of negotiation for personal growth, compensation, and business relationships, encouraging participants to engage, learn, and apply real-life tips immediately.

Takeaways

• 😀 Negotiation skills are vital in both personal and professional settings, influencing everyday situations like buying a house or asking for a raise.
• 😀 Confidence plays a crucial role in negotiating effectively, and this course aims to build that confidence alongside negotiation techniques.
• 😀 Understanding human psychology is key to successful negotiations, including recognizing why people make certain requests and communicate the way they do.
• 😀 Many things in life are negotiable, even things you might not have considered, like transferring college credits or negotiating with a university.
• 😀 Negotiation often involves money, which is a reason why learning negotiation skills is important in today's tight economic climate.
• 😀 People sometimes get taken advantage of because they don’t negotiate—learning to stand up for yourself can result in better outcomes.
• 😀 Negotiation has evolved over time, and some might argue society has lost the art of it, which this course seeks to revive.
• 😀 Empathy is essential in negotiations—understanding the perspective of the person you’re negotiating with can lead to better results for both sides.
• 😀 The course utilizes practical tools, including the book *Never Split the Difference*, which applies FBI hostage negotiation techniques to everyday situations.
• 😀 The course will cover various negotiation scenarios, from small, informal ones like garage sales to large, high-stakes ones like union negotiations.
• 😀 The course is interactive, allowing participants to learn from each other, and will provide real, actionable tips that can be used immediately in real-life negotiations.

Q & A

What is the primary focus of the course 'Negotiation Skills' that Deborah Lrer teaches?

The primary focus of the course is to teach students how to negotiate successfully by not only developing negotiation skills but also building confidence in negotiation situations.

Why does Deborah believe confidence is important in negotiation?

Deborah emphasizes that confidence is essential because it helps individuals approach negotiations with a stronger mindset and enables them to stand their ground, leading to better outcomes.

What psychological aspects are covered in the course?

The course delves into human psychology, exploring why people speak and ask for things the way they do, and how understanding these behaviors can improve negotiation outcomes.

How does Deborah define the importance of negotiation in everyday life?

Negotiation is a part of daily life, whether it's asking for a raise, buying a house, or even bargaining at a garage sale. The course teaches practical negotiation techniques that can be applied to personal and professional situations.

What are some examples of things people might not realize are negotiable, according to Deborah?

Deborah mentions examples like transferring college credits or negotiating a higher number of credits with a university as something people may not realize they can negotiate.

What does Deborah say about the evolution of negotiation skills in society?

Deborah believes society has regressed in negotiation skills since the days of hunters and gatherers, where negotiation was a matter of survival. She aims to bring back the art of negotiation in modern times.

Why is empathy important in negotiation, according to Deborah?

Empathy is crucial because it allows you to consider the perspective and needs of the other party in a negotiation. This helps in crafting solutions that satisfy both sides, increasing the likelihood of a successful negotiation.

How is the book 'Never Split the Difference' by Chris Voss relevant to the course?

The book, written by an FBI hostage negotiator, provides insights into high-stakes negotiation tactics that can be applied to everyday situations. Deborah uses it to teach students powerful negotiation strategies.

What types of negotiation situations will be covered in the course?

The course covers various negotiation settings, including face-to-face negotiations, phone negotiations, email negotiations, and text negotiations, highlighting the unique challenges each format presents.

Who would benefit most from taking the 'Negotiation Skills' course?

The course is ideal for individuals who want to learn how to negotiate, build confidence, explore human psychology, or improve their negotiating skills. It’s especially beneficial for those under 30 and women who may not ask for what they deserve.

What are some real-world situations in which negotiation skills are crucial, as discussed in the course?

Real-world situations include negotiating salary and compensation packages at work, negotiating with suppliers, and handling everyday negotiations like hotel room rates or cell phone bills.

How does the course address the concept of strategic planning in relation to negotiation?

The course integrates strategic planning, emphasizing how negotiating with your boss, suppliers, and other sources of information is a key component in long-term planning and decision-making within organizations.