Whether for work or private life, many of us spend a lot of time negotiating. That said, a successful outcome makes it all worthwhile. Author and consultant Eduard Beltran knows how to get there—he’s trained over 5,000 executives and managers in 150 companies. In this Challenge, he will show you how to realise your full negotiating potential.
10 lessons
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10 lessons
Most of us are in negotiations an average of 10,000 times a year—in other words, we try to work one thing out every hour. And because negotiation is all around us, learning how to do it well is within everyone's reach. In this first episode, Beltran explores the art of negotiation from different angles and introduces various techniques.
Lesson 1 • 5mn"By failing to prepare, you are preparing to fail." In this episode, Beltran uses a famous quote from Benjamin Franklin to highlight the importance that preparation plays in successful negotiation. To take your learning even further, our expert introduces his negotiation toolbox and its five key points.
Lesson 2 • 5mnGood communication is the foundation of any successful negotiation process. And as the ancient saying goes, “We have two ears and one mouth so that we can listen twice as much as we speak.” While listening gives you valuable information about the person you are negotiating with, speaking allows you to ask them the right questions!
Lesson 3 • 6mnMany everyday negotiations are informal. But for high-stakes negotiations, following specific guidelines improves your chances of “getting to yes”. In this episode, Beltran introduces a famous 7-step sequence that will position you for success and help you avoid the typical mistakes of unprepared conversation.
Lesson 4 • 6mnMany factors inform how you approach negotiations, such as personality, background, education, self-confidence and even your position in the company. This episode teaches you about the five negotiator types. You’ll identify which one you are, and learn how to adapt it to other types engaged in the negotiation process.
Lesson 5 • 5mnThe negotiation process is all about power play. But power can take many forms, some of which you might not expect. Here Beltran helps you learn how to unleash your power during negotiations, from drawing on your strengths to having a Plan B.
Lesson 6 • 5mnRelationship building must be front and centre of every negotiation you engage in. The relationship you have with your partner can make or break the entire process. And to ensure the relationship you build is an asset, nothing beats trust. In this episode, Beltran introduces the three pillars of relationship building for a successful outcome.
Lesson 7 • 5mnTime, information and power—these three variables determine the course of every negotiation and indicate which strategy to adopt. Here Beltran shows you five ways to add value to your proposal so you can lay the groundwork for a successful negotiation.
Lesson 8 • 5mnEven if you come well-prepared and positioned for success, some negotiations are just complicated. Deadlocks come in many forms. Perhaps there are too many people involved or the differences between them too vast. Or maybe the stakes are simply too high. In this episode, Beltran shares his secrets to overcoming negotiation deadlocks.
Lesson 9 • 5mnNot every negotiation ends with signing a contract. The most important thing is to find an agreement that is acceptable for all parties concerned. And in the worst-case scenario—if you don't "win"—you still come out having learned invaluable skills that will only make your strategy stronger for the future.
Lesson 10 • 5mnA quick movement of the enemy will jeopardize all questions asked five judges
Les émotions, un truc de fragile ? Au contraire : elles sont une de vos plus grandes forces.
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