Essential Business Knowledge
All sections

Module 11 · Negotiation

The universal high-stakes skill: preparation, BATNA and ZOPA, creating and claiming value, tactics, and difficult conversations.

Module 11 OverviewIncluded with purchase

What you'll be able to do after this module, the lesson plan, and the key frameworks.

5m
Preparation — Interests, BATNA & ZOPAIncluded with purchase

The homework that wins negotiations before they start.

60m
Creating Value vs. Claiming ValueIncluded with purchase

Expanding the pie (integrative) before dividing it (distributive).

60m
Tactics, Psychology & Difficult ConversationsIncluded with purchase

Anchoring, common tactics, principled negotiation, and hard talks.

60m
Exercise: Prepare a Negotiation PlanIncluded with purchase

Prepare a complete plan for a real negotiation: interests, BATNAs, the ZOPA, and your strategy.

45m

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