This 19-module on-demand series delivers answers to the most commonly asked negotiation questions, revealing world-class secrets and daily strategies. Each short, concise video provides powerful insights to transform your negotiation skills and boost your confidence.

How do I say NO without hurting the relationship? (offers and counteroffers)

This video explores the paradox of ‘no’ in negotiations, highlighting that while one should avoid saying ‘no’, expecting it from others indicates an assertive start.

How do I neutralize negotiators who are bullies?

Here we address strategies for dealing with hardball negotiators, who employ aggressive win-lose tactics.

How can I lie-proof the negotiation?

In this video, we offer strategies to minimize deception in negotiations, making clear that a significant percentage of negotiators often misrepresent facts.

Can anyone become a decent negotiator?

This video address’s three common questions:

1.     Can anyone become a master negotiator? 

2.     When should you be negotiating? 

3.     What is the definition of a win-win outcome?

Four Negotiation Systems and when to use each one (strategy)

When to use each strategy:

1.     Win-win

2.     Fast and fair

3.     Accommodate

4.     Hardball [CHT1] 

What is the algorithm for timing a negotiation?

Now we discuss the importance of timing in negotiations, considering cross-cultural and other factors. [CHT2] 

Negotiating virtually and over-the-telephone

Here we discuss techniques for effective telephone negotiations. [CHT3] 

The Counteroffer (offers and counteroffers)

How to respond to an offer you receive in a negotiation to ensure you are not giving away too much.

How to be more persuasive

This video outlines four critical skills for effective persuasion.

Influencing others to adopt a new belief or behavior

This video outlines four essential steps for influencing others to do and/or believe something.

The Nibble (offers and counteroffers)

In this video, we are introducing the nibble technique used in negotiations to gain additional concessions from counterparts without having to give something back. 

The Crunch Technique (offers and counteroffers)

In this video, we are introducing ‘The Crunch', a useful negotiating tactic which encourages the opposing party to negotiate with themselves without explicitly rejecting their offer.

The Strategic Probing (offers and counter-offers)

This video highlights the importance of using probing questions in negotiations as a non-confrontational strategy to gather information, encourage offers, and assert boundaries.

Strategic Openings: Defining your Best Agreement to Make (preparation)

This video emphasizes the importance of making a strong opening offer in negotiations, termed as BAM (Best Agreement to Make).

Utilizing fact points effectively (preparation)

This video discusses the importance of fact points or legitimacy in negotiations.

How to neutralize an aggressive negotiation anchor (hardball negotiators)

The video discusses the prevalence of win-lose tactics in negotiation, despite win-win being the preferred approach. It highlights 'anchoring' as a common win-lose tactic, where one party starts with an aggressive offer to intimidate the other. To counter this, negotiators should challenge the basis of the aggressive offer or preempt it by making the first offer themselves. This approach minimizes the influence of the counterpart's aggressive opening and promotes a more balanced negotiation.

What do Ego Needs have to do with negotiating?  (advanced EQ skill)

In this video, we present an advanced negotiation technique centered on understanding and leveraging ego needs—the inherent desires to be liked, in control, successful, comfortable, or right. We advise negotiators to identify and cater to these needs in their counterparts to craft more effective negotiation strategies and achieve desirable outcomes.

Additional research-based tips for negotiating

In this video, we present a suite of negotiation tips designed to enhance confidence, establish trust, and facilitate effective communication. We cover strategies from thorough preparation to the psychological re-framing of anxiety, and the use of innovative techniques to keep negotiations flexible and cooperative. The goal is to equip negotiators with the tools for successful and mutually beneficial outcomes through proper due diligence.

Ruth Shlossman, CEO of Castle Negotiations, is a trusted negotiation coach for over 1,000 Fortune 500 executives and is credited with over $1 billion in profit improvements over 20 years. She is a highly sought-after negotiation expert and decided it was time to offer negotiation strategies to the world at large.