John’s 10 Module Video Series, Negotiating Blueprint
1. Ten (10) easy-to-use techniques to establish negotiating dominance
2. Identify the six (6) keys to uncover our opponent’s hidden agenda.
3. How to employ the Big Four (4) Power Sources that put you in control
4. Twelve (12) techniques for formulating one’s initial offer (or counter offer)
5. The seven (7) situations when negotiators should be prepared to walk out
6. The five (5) ways to know if you have ‘blown’ a negotiating encounter
7. Master the four (4) guidelines for making a concession.
8. The Big Five (5) Influence Strategies that work virtually every time.
9. How to guard against the six (6) power tactics that others use on us.
10. The seven (7) negotiating applications of the Pareto Principle, the 80/20 rule.
11. Four (4) overlooked ways to employ risk taking power when negotiating.
13. How to avoid those thirteen (13) killer mistakes most negotiators make.
14. Five (5) strategies to use when responding to an initial proposal.
15. The four (4) benefits of using silence as an unexpected and disarming tactic.
16. Knowing the four (4) crucial reasons for avoiding one-issue negotiations.
17. The three (3) misconceptions that keep people from taking calculated risks
18. Five (5) ways to give a concession without appearing weak.
19. Four (4) ways to conclude a negotiation so everyone thinks they got a good deal.
Here’s a resource one can review, time and time again, so negotiating part can be a comfortable and welcomed part of your daily life.
Module By Module Preview
Module 1: Negotiating Power Sources
Have you ever been in a negotiation where you felt powerless? That shouldn’t happen. There are just too many power sources available for every negotiating encounter.
Module 2: The Three Stages of Negotiating
Whether we recognize it or not, every negotiation follows the same three stage pattern. Good negotiators master these three segments and make each work to their advantage.
Module 3: Formulating An Initial Offer
How to we begin a negotiation? Are we passive? Aggressive? Start high? Be reasonable? This uncertainty is troubling, defeating and a terrible way to launch our bargaining session.
Module 4: Reacting To An Initial Offer
That’s a reaction we should have researched, planned, practiced and perfected. It should be decisive and firm. It’s not the time to be hesitant or tentative. Be assured, it’s a time when your opponent is watching you carefully.
Module 5: Negotiating’s Killer Mistakes
What mistakes are you making in a negotiating setting that cost you dearly? Perhaps these could be avoided by simply becoming attentive to common missteps and learn from the mistakes of others.
Module 6: Realizing When We’ve Blown It
Perfection isn’t a human trait and certainly not when in a challenging negotiations. The quicker we realize that we’re blowing it and institute corrective action, the better. Don’t miss a road sign here.
Module 7: Concessions
Negotiating is a series of reactions to our opponent’s concessions. So how should we make a concession? How quickly and how big should they be? How can we analyze the concessions we get from others?
Module 8: Five Strategies That Work
While many influence strategies exist, five specific techniques routinely rule the day. You’ll recognize many because you may have used them before or because they’ve been used on you. Mastering them can make all the difference!
Module 9: Power Language
It’s no surprise to anyone when we admit that negotiating is 90% a verbal exercise. Knowing what to say, how to say it and even when to say it can make all the difference in every bargaining situation.
Module 10: The Traits of a Successful Negotiator
Let’s take inventory of the traits we have compared to those of a truly successful negotiator. Obviously this could become an enlightening roadmap to identify areas needing our attention, practice or improvement.
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