I have recently conducted a Lynda Certification for Negotiation. Please review this PowerPoint I have created for this Lynda. Any feedback would be greatly appreciated. Thank you in advance!

1. Negotiation Foundation
Created By: Kelby L. Schwender
Business Administration student, Penn State

2. Bottom Line Insight
Shift mindset from a “battle to be won” to “a problem-solving
conversation” and understand the importance of negotiating.

3. The Basics of Negotiation
● Negotiation is known as competitive or positional bargaining; this happens to be a
negative way of viewing negotiation.
○ A more positive way of viewing negotiation is: Interest-based negotiation, a process that relies on
discovery and attempts to meet the priorities, needs, and preferences of everyone involved.
● Negotiation is simply a conversation in which you’re trying to get something YOU
want.
● Negotiation is a conversation in which the goal is to find your way to an agreement,
an agreement that’s good for you and good for your conversation partner.
● Getting to a good agreement requires curiosity and creativity.

4. The Basics of Negotiation- Three Core Negotiation Practices
● Negotiation needs to be slow and relational, as opposed to fast and transactional.
1. The first practice is to check in with your conversation partner to make sure they can
give you their full attention.
2. The second practice is to get connected.
3. The third practice is asking open-ended or diagnostic questions.

5. The Basics of Negotiation- Anchoring and Framing
● Anchoring is landing your idea or request.
○ Resist the temptation to negotiate against yourself.
● Framing is not just about why something is good and/or better for you, but
how it will benefit the individuals you are presenting your idea or request to.
● After you anchor and frame, you want to finish with a diagnostic open-ended
question so you can jump-start conversation and brainstorming.
Anchor and frame with confidence and let your request land. Doing this demonstrates your
leadership and helps you to find your way to a better deal.

6. The Basics of Negotiation- Listening and building tactical empathy
● Your goal is to generate more possibility to expand the conversation.
● Listening fulfils the basic human need to be heard and understood; listening
also helps you build tactical empathy.
1. The first tactical is called labeling or naming your conversation partner’s
perspective.
2. The second tactical listening skill is mirroring.
3. The third tactical listening skill is silence.
Take things slowly, listen, label, mirror, and use silence to nudge the
conversation forward and to create more potential for agreement.

7. The Basics of Negotiation- Trading things of value
● After connecting, anchoring, and framing show a little give and take; trading things of
value, you’re on your way to agreement.
● Spend time upfront designing ways to trade things of value and you’ll be much more
prepare and creative when you do run into roadblocks.
● Anytime you feel stuck, ask diagnostic questions to get you unstuck and on the path
to finding a solution that works for you and your conversation partner.

8. The Basics of Negotiation- The wrong and right way
to negotiate
● Change your approach from transactional to relational by slowing down and getting
connected.
● Make space for objections and pushback.
○ Get to no as a matter of habit so you can pave the way to getting to yes.

9. Getting Ready for a Negotiation- Researching and preparing
● To be successful in negotiation, it’s best to walk in prepared.
○ Preparation is key to helping you think on your feet and be more at ease during your conversation.
1. Step one: Define what YOU want.
2. Step two: Research.
3. Step three: Write your opening statement.
4. Step four: Make a list of potential pushbacks.
For every no, draft a diagnostic
question that will help you untangle
that no so you can keep things
moving forward.
Following the four preparation steps gives your
negotiation a foundation and helps you feel
grounded and prepared and confident.

10. Getting Ready for a Negotiation- Identifying priorities
and designing options
● Think through the impact and potential cost, you are preparing yourself for
pushbacks.
○ This is then where diagnostic questions, labeling, and mirroring will be useful for finding your past no
and into the zone of agreement
● Identifying your priorities and designing options takes a bit of upfront work.
○ That work will pay off by helping your stay flexible and creative at the negotiation table so you can bth
get more of what you want.

11. Engaging your Allies
Understanding how influence works-
Principles
Below are the 6 Principles of Influence:
1. The Principle of Reciprocity.
2. The Principle of Consistency.
3. The Principle of Social Proof.
4. The Principle of Liking.
5. The Principle of Authority.
6. The Principle of Scarcity.
Creating your influence plan
● Create an influence plan and a work-on-this plan over time.
Questions to help stay focused:
1. What would you need to happen within the next couple of
years for you to stay engaged and happy in your career?
2. What are you top three goals?
3. What kind of learning or resources do you need to accomplish
your goals?
4. (To accomplish your goals) What relationships do you need to
put on your radar?
Plan it, reach out, and put it in your calendar. If
you’re out of sight, you’re out of mind. The
benefit of putting your influence plan in action
is being seen,, heard, and valued.

12. Getting Through and Past No- Understanding conflict styles
● Understanding conflict styles: The purpose of exploring this model is for you
to locate your default style, and from there, it’s a matter of practice. Practice
choosing to collaborate, and practice your new skills, asking diagnostic
questions, labeling, mirroring, and brainstorming.
Stop talking once you’ve
said no.

13. Essential Negotiation Tips and Strategies
Dealing with Contentious Tactics
● When someone uses contentious
tactics in an adversarial way, focus
on the problem not the person.
○ Try to get to the root of the
problem by asking questions,
listening, and paraphrasing to
make sure you understand
your conversation partner’s
perspective.
● They win, you lose; but if you can
recognize them as they’re
happening, you can use all your
strategies to pause, slow things
down, and depersonalize the
situation.
Negotiation Hacks
1. Hack one: Do your best to have your conversation in the
morning or when you’re both fresh, or at least when
you’re reasonably assured there won’t be any end-of-day
hurry and distractions.
2. Hack two: Try to find a neutral place to have your
conversation.
3. Hack three: Bring some warmth (ex: coffee).
4. Hace four: Express your disappointment.
5. Hack five: (answers one of the most debated questions in
negotiation) Should I anchor with a specific number or
give a range?
Create wiggle room. Each of
these hacks has a basis in
research. Knowing how and
why certain strategies and
tactics work will give you more
choice and confidence.

14. Negotiating at a Distance- Telephone & Video Conference
Telephone
1. Plan the sequence of your conversation.
2. Print out your opening statement.
3. Minimize any potential distractions.
4. Make sure you have a good connection.
5. Because you are missing the visual cues available in
face-to-face and virtual conversations, you’ll need to
spend time clarifying and summarizing a little more
often.
6. Take notes during your conversation.
Video Conference
1. (Using your computer or laptop) Make sure the
camera is at eye level.
2. Remember that looking into the camera means
you’re making eye contact with your
conversation partner.
3. Find a background that isn’t too busy or
distracting and perhaps adds a feeling of
warmth.
4. Be mindful of lighting.
5. Make sure you’re close enough to the camera
to be clearly seen, but far enough away so that
your gestures and body language can be picked
up.With a little extra planning, testing, and care, you can avoid most of
the pitfalls of phone and video conference negotiation and use either
medium to your advantage.

15. Negotiating at a Distance- Email & Text
1. Set the stage and bring feeling into the conversation.
2. Express empathy and get to the topic and issue.
3. Be deferential.
4. Mention the feelings that business communications usually lack
5. Stress your confidence that you can find a solution.
6. Unpack your ideas and solutions.
7. Don't be afraid to mention your own doubt.
8. Close with appreciation and confidence.

16. The Next Steps
“ As you get more practice and start generating better outcomes, deepen your
knowledge. Dig into the research. The more you learn, the more you’ll understand
why certain strategies and tactics work and others don’t. And the more you practice,
the more you increase both your influence and your leadership potential.”

17. Lynda Certification