Negotiating: tying the knot
A skill for life
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This programme is available as part of a video training licence
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Overview
The aim
To give staff at all levels the skills to achieve an equitable outcome to any negotiation.
About the programme
Wherever two people get together to do a deal, there's the possibility that at least one will end up feeling cheated, angry or resentful, even though both set out believing that they could achieve a mutually beneficial solution.
The programme defines and illustrates the three main stages of a negotiation, using the analogy of the developing relationship between two people.
In the case of marriage, the aim is not for either side to win but to reach a mutually beneficial arrangement. Stage by stage, the main characters negotiate their way to the altar in scenes that illustrate the training points defined by the presenter.
The programme shows various techniques and body language that can be employed and how emotional behaviour leads to totally unproductive rows. There are also textbook demonstrations of how to deal with threats and ultimatums and to overcome deadlocks. These easy-to-understand and well-demonstrated training points are invaluable for everyone, especially anyone in regular contact with customers and suppliers.
Key outcomes
-Will equip you to negotiate beneficially in any situation
-Learn how to establish aims, priorities and bottom lines - and work out which points are subject to negotiationProgramme includes:
DVD (31 mins)
Course leader's guide
Delegate worksheets on disc
Powerpoint slides on disc
Self-study workbook on discInformation:
A Video Arts production featuring Dawn French, Neil Flynn and Trevor Phillips. Release date: 1995
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Learning chapters
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An introduction to negotiations http://www.videoarts.com/product/NEG3 L01/An-introduction-to-negotiations http://www.videoarts.com/images/products/NEG3 L01.jpgAn introduction to negotiating and small sketches showing negative ways to negotiate. The first thing to do is to remember what the negotiation is about.... (read more)
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Don't assume, ask http://www.videoarts.com/product/NEG3 L02/Dont-assume,-ask http://www.videoarts.com/images/products/NEG3 L02.jpgA clip of two people that are attracted to each other arranging a date, going on the date, assuming and getting it very wrong and then asking. The first rule of negotiation, don't assume, ask.... (read more)
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Look for variables http://www.videoarts.com/product/NEG3 L03/Look-for-variables http://www.videoarts.com/images/products/NEG3 L03.jpgA scenario showing the importance of looking for variables and areas of flexibility in a negotiation.... (read more)
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Stay neutral, stick to the facts http://www.videoarts.com/product/NEG3 L04/Stay-neutral,-stick-to-the-facts http://www.videoarts.com/images/products/NEG3 L04.jpgA scene where the emotions come to the fore and why staying neutral and sticking to the facts is the way to go in any type of negotiation.... (read more)
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Get the whole list http://www.videoarts.com/product/NEG3 L05/Get-the-whole-list http://www.videoarts.com/images/products/NEG3 L05.jpgA scene showing the couple planning their future and the right and wrong ways to draft a proposal in any negotiation. You need to know exactly what you're pitching for.... (read more)
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Summary of what negotiation is about http://www.videoarts.com/product/NEG3 L06/Summary-of-what-negotiation-is-about http://www.videoarts.com/images/products/NEG3 L06.jpgA summary of what negotiation is about.... (read more)
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Pitch High http://www.videoarts.com/product/NEG3 L07/Pitch-High http://www.videoarts.com/images/products/NEG3 L07.jpgThe negotiating see-saw is explained and we see examples of why we tend to pitch low but should always pitch high in any negotiation.... (read more)
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Trade, don't concede http://www.videoarts.com/product/NEG3 L08/Trade,-dont-concede http://www.videoarts.com/images/products/NEG3 L08.jpgThe couple is booking their honeymoon. She is getting her way, he is conceding. The best way to deal with this situation when negotiating is to trade, not concede.... (read more)
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Don't agree to separate parts http://www.videoarts.com/product/NEG3 L09/Dont-agree-to-separate-parts http://www.videoarts.com/images/products/NEG3 L09.jpgThe couple discusses their future, with the man agreeing to separate parts and coming out worse off because of it. We see the same scenario with the man not agreeing to separate parts: with a more positive outcome.... (read more)
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Summary of the negotiating see-saw http://www.videoarts.com/product/NEG3 L10/Summary-of-the-negotiating-see-saw http://www.videoarts.com/images/products/NEG3 L10.jpgA summary of the negotiation see-saw.... (read more)
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Avoid threats and ultimatums by asking 'what if?' questions http://www.videoarts.com/product/NEG3 L11/Avoid-threats-and-ultimatums-by-asking-what-if-questions http://www.videoarts.com/images/products/NEG3 L11.jpgShows us what to do when things go wrong and the best way to avoid threats and ultimatums by asking the 'what if' questions.... (read more)
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A fair deal for both sides http://www.videoarts.com/product/NEG3 L12/A-fair-deal-for-both-sides http://www.videoarts.com/images/products/NEG3 L12.jpgThe objective of getting a deal is a win/win situation. We see an example of a fair deal for both sides.... (read more)
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Summary http://www.videoarts.com/product/NEG3 L13/Summary http://www.videoarts.com/images/products/NEG3 L13.jpgA summary of the lessons on negotiating.... (read more)
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e-learning course
Module preview
Each e-learning course uses Video Arts memorable video content and includes thought-provoking questions that ensure the user is learning and being challenged.
Bite-size modules allow individuals to go at their own pace as they work their way through the demonstrations, tutorials and video clips.
Each e-learning title includes:
- Pre-test to establish current knowledge and determine which modules the learner needs to complete
- Test results and summary notes at the end of each module
- Glossary of commonly used terms and key video clips
- Final knowledge check to test retention
- Full tracking and reporting capabilities
e-learning course contains:
- Trailer
- Pre-test
- Introduction
- What’s being negotiated?
- The negotiating see-saw
- When things go wrong
- Summary
We provide access to full tracking and reporting so you can keep up-to-date with the learner’s progress. All our courses are fully SCORM-compliant for use with learning management systems and virtual learning environments.
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