Quick summary of what I learned from completing a Lynda certification on Negotiation Foundations for my negotiation skills class at Penn State Mont Alto.

1. Lynda Certification:
Negotiation Foundations
By Joshua McKinley

2. Basics of Negotiations
 Three core practices
 Check to make sure the conversation partner is available to give you their full attention.
 Engage and connect to the person or persons
 Ask open ended or diagnostic questions
 Four basic tactics: Take things slowly
 Listen
 Label
 Mirror
 Silence to help nudge the conversation forward.

3. Getting Ready to negotiate
 Preparation is key
 Define what you want as well as what the other party may want
 Research
 Write your opening statement and memorize it. Don’t just wing it.
 Make a list of potential pushbacks. Anticipate anything they could possibly say.

4. Engage your allies
 Principals of influence
 Reciprocity
 Consistency
 Social Proof
 Liking
 Authority
 Scarcity

5. Getting through and past no
 Conflict Styles
 Compete- I win you lose
 Collaborate-I win you win
 Compromise- I win and lose and you win and lose
 Avoid – I lose you lose
 Accommodate- I lose You win
 No is not the end but the beginning of a negotiation
 Instead of doubling down and being more assertive when hearing no ask diagnostic
questions instead and try to reach an agreement.

6. Saying no
 You can also say no. You don’t always have to agree to everything someone asks.
 Ways to say no
 Curiosity no
 Helpful no
 Appreciative no
 Saying no with a possible future yes
 No with a specific future yes
 No when you don’t know
 No with values
 Positive no

7. Dealing with contentious tactics
 Identifying the common tactics
 Integration
 Promises
 Shaming
 Persuasive Argumentation
 Making Threats
 Tips
 Focus on the problem not the person
 Get at the root of the problem by asking questions, listening and paraphrasing

8. Negotiation hacks
 Schedule conversation in the morning
 Try to find a mutual place to have the conversation
 Bring some warmth. Coffee, tea, or even food
 Express disappointment in the right situations
 Anchor with a specific number or a range? It depends