Sales
How to Understand Verbal & Non-Verbal Signs
You will learn how to…
- Conduct negotiations
- Manage sales negotiations
- Assess a situation quickly
- Ask questions to identify customer needs
Charles Craver
The George Washington University
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).
What is this course about?
This Eduson.tv mini-course will teach you to read and analyze information people subconsciously reveal during the negotiations. You will be capable of interpreting vague statements, random information “leakage”, identifying opponents’ priorities, and assessing the validity of the “bottom line”. You will be able to frame the “portrait” of usual nonverbal communication of the counterpart and track deviations from such – these can indicate the lie or a stress. By applying the knowledge acquired at the mini-course, you will be able to learn about the true intentions of the negotiating parties and successfully close the deal.
This mini-course is a part of 3-hour course by Charles Craver “Negotiations and Bargaining.”
Who is this course for?
- Executives
- Everyone involved in negotiations
- Everyone interested in career development
- Client managers
- Department heads
