Course curriculum

  • 1

    Welcome to the course!

    • A Message From The Instructor

    • Handout 1: Before We Begin... Let's Assess Your Current Skills

  • 2

    Module 1: Planning & Process

    • #1.1 - Planning & Preparation

    • Handout 2: Negotiation Preparation Checklist

    • #1.2 - ZOPA, BATNA & Variables

    • #1.3 - The Agenda

    • #1.4 - Managing The Team

  • 3

    Module 2: Communication Is Key

    • #2.1 - Introduction

    • #2.2 - What Is Active Listening?

    • Handout 3: Listening Blocks Exercise

    • #2.3 - Active-Empathetic Listening

    • Handout 4: Active Empathetic Listening Checklist

    • #2.4 - Active & Constructive Responding

    • Handout 5: The Four Types Of Responding

    • #2.5 - Effective Questioning

    • #6 Conclusion

  • 4

    Module 3: Building Trust

    • #3.1 - Introduction: What Is Trust?

    • Handout 6: Trust Exercise

    • #3.2 - Why Is Trust Important?

    • #3.3 - The Makeup of Trust

    • Handout 7: Trust Makeup Exercise

    • #3.4 - Building Connection Part 1

    • #3.5 - Building Connection Part 2

    • #3.6 - Building Connection Part 3

    • #3.7 - Building Competence Part 1

    • #3.8 - Building Competence Part 2

    • Handout 8: Voice Checklist

    • #3.9 - Making Adjustments

    • #3.10 - Other Trust Behaviors

  • 5

    Module 4: Emotional Triggers

    • #4.1 - Introduction

    • #4.2 - What Are Emotions?

    • #4.3 - What Is An Emotional Trigger?

    • #4.4 - What Are Your Emotional Triggers?

    • Handout 9: Finding Your Unique Triggerprint

    • #4.5 - Why Is It Important?

    • #4.6 - How To Manage Your Triggers

    • Handout 10: 7-Second Reset Exercise

    • Handout 11: Visualisation Exercise

    • Handout 12: Getting On The Balcony

    • #4.7 - Conclusion

  • 6

    Module 5a: Reading Between The Lines: First Impressions & Non-Verbal

    • #5.1 - Introduction

    • #5.2 - Context Is Key

    • #5.3 - First Impressions

    • #5.4 - Thin slicing

    • #5.5 - The Halo Effect

    • #5.6 - Grooming

    • #5.7 - Attractiveness

    • #5.8 - Height

    • #5.9 - The Voice

    • #5.10 - Watch your Walk

  • 7

    Module 5b: Reading Between The Lines: The Face

    • #5.11 - The Face

    • #5.12 - Surprise

    • #5.13 - Fear

    • #5.14 - Anger

    • #5.15 - Disgust

    • #5.16 - Contempt

    • #5.17 Sadness

    • #5.18 - Happiness

  • 8

    Module 5c: Reading Between The Lines: The Body

    • #5.19 - Engagement & Disengagement Signals

    • Handout 13: Engagements Vs Disengagement Signals Checklist

  • 9

    Module 6: The Science Of Persuasion

    • #6.1 - Persuasion As A Science

    • #6.2 - The Reciprocity Principle

    • #6.3 - The Authority Principle Part 1

    • Handout 14: Authority Principle Exercise

    • #6.4 The Authority Principle Part 2

    • #6.5 The Authority Principle Part 3

    • #6.6 - The Liking Principle

    • #6.7 - The Persuasion Tools Model

    • Handout 15: Influencing Strategies Checklist

    • #6.8 - Conclusion

  • 10

    Module 7 - Power & Closure

    • #7.1 - Sources Of Power

    • Handout 16: Sources Of Power Exercise

    • #7.2 - Using Power Effectively

    • #7.3 Managing Conflict

    • #7.4 - Deadlocks

    • #7.5 - Lessons Learnt

    • *Handout 17: Lessons Learnt Template

  • 11

    Next steps

    • *More resources for you

    • Before you go...