Course curriculum

    1. Prepare your plan B

    2. Q&A about your Plan B

    3. Identify the decision maker

    4. Getting to the decision-maker

    1. Build leverage over your counterparty by identifying their interests

    2. Getting to your counterparty's true interests

    3. Extracting hidden interests

    4. The subtlety of getting to the hidden interests

    1. Making the first proposal

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    2. The ingredients of your first proposal

    3. Positioning your proposition in order to get your counterparty's attention

    4. Advice on how to frame your proposition more attractively

    1. Getting around an unacceptable proposition made by your counterparty

    2. Q&A on ducking your counterparty's unacceptable proposal

    3. Forcing your counterparty to reason their own proposal

    4. The additional measures to move from an unreasoned proposal by your counterparty to your own proposal

    1. Proposing a choice to bring your counterparty closer to your own position

    2. Encouraging your counterparty to work with one of your options

    3. Linking your proposal to a deadline to increase the chance of acceptance

    4. Undermining and side-stepping deadlines set by your counterparty

    1. Separating emotions from the deal

    2. How to deal with difficult people

    3. Sticking to facts to push your counterparty to a solution rather than defensive behaviour

    4. Q&A on communicating with facts

    5. Using the word "different" to avoid defensive behaviour by your counterparty

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    6. The finer details of using comparisons rather than disagreeing

About this course

  • $25.00
  • 26 lessons
  • 1.5 hours of video content

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