Handling Resistance - Masters of Negotiation series

The Handling Resistance Pocketbook is a mini-goldmine of tips and tricks to handle resistance in all sorts of contexts - including negotiation. And I know the author, Mike Clayton, well. It's me!
Although not strictly a book about negotiation, I truly believe the Handling Resistance Pocketbook is a valuable asset for all negotiators. And more that that. for all managers.
Watching this video is worth 3 Management Courses CPD Points.
(See below for more details)
This video is part of course module number 5.2.4
Program 5: Managerial Skillset
Course 2: Negotiation
Section 4: Masters of Negotiation
Other videos about Masters of Negotiation include:
- Getting to Yes
… https://youtu.be/GNW-7yvDXBc
- Getting Past No
… https://youtu.be/bwb4-5KRjD0
- Never Split the Difference
… https://youtu.be/qGBSPIACG9Y
- Bargaining for Advantage
… https://youtu.be/1JRlfxPUwP0
- Handling Negotiation
… https://youtu.be/5TXLf5C0Zis
Module 5.2.1 covers the Fundamental Model of Negotiation.
Start with the Fundamental Model of Negotiation - https://youtu.be/PKz4pDm1e90
Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles of Negotiation - https://youtu.be/FiEneNag8cI
Module 5.2.3 covers Tools for Negotiators
Start with How to Ask Questions - https://youtu.be/uy2fS0MhmAQ
LESSON NOTES
8 Principles for handling resistance while staying in harmony:
1. Focus
a. Who you are
b. Your desired outcome
c. Your resources
2. Personal Power
project yourself with:
a. Confidence
b. Optimism
c. Flexibility
d. Resilience
3. Stay Relaxed
Positive and energetic relaxation
Don’t let your emotions get in the way of reason
4. Use the Power of Silence
5. Argue them around
Rational deployment of facts
6. Divide up the Pie
7. The Four Persuaders:
a. You
Credibility and likeableness
b. Them (crowd)
Peer pressure and social proof
c. Me (other side)
self interest and conscience
d. Fear
Rarity and time pressure
+ scarcity and FOMO
8. Step out of the way
Avoid negotiating if:
a. You’re unprepared
b. Emotional temperature is too high
RECOMMENDED EXERCISE
1. Use this as the start for building yourself a toolkit for how to handle resistance in future negotiations. (4 MC CPD Points)
DOWNLOADS
Free Resources
- CPD Tools - https://gum.co/MC-CPD
Paid resources
- Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 3 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 7 MC CPD points
___
Note:
Links to our book recommendations are affiliated through Amazon
#Negotiation #ManagementCourses #HandlingResistance