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6 hours
11 lectures
11 tests
Lecture 1/11: What Negotiations Are About
Sales

How to Become a Master of Negotiations and Bargaining

You will learn how to…
Assess a situation quickly
Conduct negotiations
Effectively interact with people of different styles
Actively guide the dialogue with the client
Charles Craver
The George Washington University
Lecturer's bio
Lecturer's bio

Professor Charles Craver is a recognized expert on negotiation. In the last 35 years, he has given lectures on negotiation to 90,000 lawyers and business persons from the U.S., Canada, Mexico, Puerto Rico, Austria, the UK, Turkey, and China. He is currently teaching a course called Legal Negotiating at George Washington University Law School. 

As an outstanding teacher, Craver has been honored with three awards from three different law schools. He has written several books on the legal aspect of business, including three on the art of negotiation: Effective Legal Negotiation and Settlement (7th edition was published in 2012), Skills and Values: Legal Negotiating (2nd edition was published in 2012). These guides are used in negotiating courses at over 50 law schools throughout the world. His latest book is The Art of Negotiation in the Business World (2014).

Video course
Started: 278
Rating: 90%

What is this course about?

This course is dedicated to the art of negotiating, both within a company and with representatives of other companies, compatriots and foreigners alike. In this course, you'll learn how to recognize negotiaters who use the “Lieutenant Columbo” technique to play “good cop, bad cop,” as well as other types of negotiators. You'll be able to choose your own technique depending on the circumstances and to identify the tactics being used by the other side. You'll learn everything about the nuances of non-verbal communication, which is more than just gestures, posture, and facial expressions. During telephone conversations, you'll be able to detect changes in intonation and speech rhythm. You'll also learn how to properly communicate with people by e-mail.

 

Who is this course for?

  • Entrepreneurs
  • Executives
  • Managers at all levels
  • Top managers
  • Everyone involved in negotiations

Course Program

2
11:21
Negotiator Styles Free
3
14:17
Negotiation Stages. Part One
4
19:18
Negotiation Stages. Part Two
5
21:25
Bargaining Techniques. Part One
6
16:01
Bargaining Techniques. Part Two
7
23:47
Verbal & Nonverbal Communication
8
15:06
Telephone & E-Mail Interactions
9
19:42
Transnational Interactions
10
18:04
Ethical Issues
11
11:30
Post-Interaction Assessments
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