Lessons · Occupational dimension
Negotiation and Persuasion: Getting Fair Deals Without Losing Friends
Everyday negotiation, preparing, first offers, respectful haggling, your first pay offer, persuasion without manipulation, conflict and negotiating online. 8 lessons, about 1.7 hours in all.
- 01Everyday negotiation: you already do it11 min Every time you agree a weekend curfew, split a group project or swap a shift, you are negotiating. Seeing these moments clearly helps you…
- 02Preparing to negotiate: your one-page plan13 min The Harvard Program on Negotiation calls failing to prepare thoroughly 'the biggest mistake negotiators make'. The Workplace module…
- 03Anchoring, first offers and the power of silence13 min The first number mentioned in a negotiation tends to pull everything towards it. Knowing when to name a number, how to answer an extreme…
- 04Haggling respectfully in markets and souks, and when not to12 min Bargaining can be a friendly social exchange in a souk and quite out of place in a pharmacy. Done well, it is polite, informed and…
- 05Your first job or internship: negotiating pay, hours and terms14 min Many young people accept their first offer without a word because they fear losing it. US research suggests polite negotiation is usually…
- 06Persuasion without manipulation13 min Psychologist Robert Cialdini spent years studying how marketers and salespeople get people to say yes. Knowing his principles helps you…
- 07Conflict, cooling off and saying no without burning bridges12 min Some negotiations become arguments. The Relationships module covers I-statements, saying no and apologising; this lesson adds negotiation…
- 08Negotiating online and in writing12 min More of your negotiations will happen by message and email: selling on marketplaces, agreeing freelance rates, settling details with a…
Further reading
Books to take this module further. We have not been paid to include any of them. Under 18? Ask a parent or guardian before buying online.
- Never Split the Difference: Negotiating As If Your Life Depended On It (Amazon, opens in a new tab) Chris Voss and Tahl RazA former FBI hostage negotiator shares practical techniques such as listening, labelling emotions and asking calibrated questions.
- Influence, New and Expanded: The Psychology of Persuasion (Amazon, opens in a new tab) Robert B. CialdiniThe classic study of the principles behind persuasion, showing how to use them ethically and how to spot and resist manipulation.
As an Amazon Associate I earn from qualifying purchases. Links open a search on Amazon UK. The full reading list