The best negotiators share certain skills and attributes that propel them to success. In this lesson you’ll learn if you’ve got what it takes to join them. Specifically, we walk you through:

• The 10 skills you must develop for negotiation success
• The 7 attributes top negotiators possess—these are characteristics that can’t be taught, and you either have them, or you don’t

Ever gone into a negotiation with no idea what to expect? Remember how that felt? In this lesson, we make sure that never happens again by sharing our proven negotiation method. You’ll learn:

• How to identify the objectives and requirements of any negotiation and use them to your advantage
• How to lead negotiations that get the best outcomes and enhance the strength of relationships
• The role emotions play in negotiations, and how to prevent them from derailing your efforts
• Three detractors that can sabotage your negotiation

You can brainstorm any number of possible solutions for a negotiation—but they mean nothing if you don’t know your buyer’s objectives and understand how they match up with your own. In this lesson you’ll learn:

• How to dig beneath a buyer's stated position in order to determine their real objectives.
• How to get past the all too common, "money is going to be a problem" response from buyers
• The art of creating and exploring possibilities

You can waste days, weeks, or even months negotiating deals that fall through because your solutions don’t match up with the buyer’s fundamental needs. In this lesson you’ll learn how to cut to the core of what your buyer needs in order to make a deal—and whether or not it’s worth your time and energy to move forward. We walk you through:

• How to uncover a buyer's real requirements for the sale (i.e. "My budget is X," "We have to make a decision in 30 days," etc.)
• How to know when to walk away
• Why you must know the Best Alternative to a Negotiated Agreement (BATNA) in all negotiation situations

No matter the topic, scale, or circumstances, all negotiations require you to follow a certain process. And if you don’t, you’re opening yourself up to the attacks of better-prepared buyers. This lesson will:

• Walk you through the four major components of the negotiation process
• Explain why most negotiations are won and lost during the preparation phase
• Demonstrate why it's important to get verbal, written, and public commitment from the buyer

Tired of constantly fighting off buyer negotiation tactics designed to make you surrender value? In this lesson, you'll learn:

• 18 of the most common buyer negotiation tactics you’ll encounter
• How to respond to each tactic and keep the process moving in the right direction

It wouldn't be a negotiation without buyer objections. But did you know that about 90% of all buyer pushback can be predicted before the negotiation even starts? In this lesson, you'll learn:

• Common buyer objections and how to overcome them
• How objections help you uncover hidden buyer weaknesses or needs that can give you an edge as you try to close the deal

Don’t be fooled—just because we’re giving you a proven negotiation method, it doesn’t mean that all negotiations are created equal. There’s always at least one distinct variable: the buyer. In this lesson you'll learn:

• The common buyer personas you'll come across in your negotiations
• How to deal with each persona so that you get the most out of the negotiation and avoid potential stumbling blocks
• Why some buyer personas are easier to negotiate with than others

In this lesson, we discuss the essential concepts of power and leverage in negotiations. You'll learn:

• How power and leverage can help you achieve favorable outcomes in your sales negotiations
• The sources of power and leverage for both buyers and sellers
• How to change the power dynamics of a negotiation in order to enhance your leverage should you need to apply it

Planning for a negotiation means a lot more than putting on your best power suit and blasting Eye of the Tiger on your stereo. You need to know everything about your buyer: their needs, objectives, likely objections, their negotiating style, and much more. And you need to know how you’ll use those factors to come to the best possible arrangement.

This lesson will ensure you’re the best-prepared negotiator when you sit down to the bargaining table. You’ll learn how to:

• Prepare for possible buyer pushback
• Identify your needs, as well as those of the buyer, and map out how they match up (if at all) to form the best possible agreement
• Outline the steps you need to take to gain commitment and close the deal