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Executive Coaching Toolkit: Negotiation

November 10, 2023
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As an executive coach helping managers advance in their careers, I have found that negotiation is one of the most critical competencies. Negotiation skills are an essential leadership development topic because they enable leaders to navigate complex interpersonal dynamics, resolve conflicts, make informed decisions, build relationships, and achieve their organizational goals effectively. Strong negotiation skills can enhance a leader's ability to lead, influence, and succeed in various leadership roles and contexts.

A number of my executive coaching clients often ask me for resources on different leadership competencies. Therefore, I have identified eight YouTube videos by notable negotiation experts addressing various aspects of improving your negotiation skills.

  • The Art & Brain Science of Negotiation by Laurel Bellows and Donna Marino
  • Secrets of Power Negotiating by Roger Dawson (Animated Book Review)
  • Getting More by Stuart Diamond (Five Minute Mastermind)
  • The Art of Negotiation: Six must-have strategies by Gillian Ku
  • Getting What You Want by Margaret Neale
  • The Art of Negotiation by Maria Ploumaki
  • Negotiation Skills Top 10 Tips by Antony Staff
  • Never Split the Difference by Chris Voss

The Art & Brain Science of Negotiation by Laurel Bellows and Donna Marino

This audio recording from the CAP STRAT Women’s Forum explores the psychological aspects of negotiation, providing insights on human behavior and decision-making during negotiations. Dr. Marino addresses the psychological brain response to each step and solutions for overcoming fear, self-sabotage, and other physiological responses that interfere with effective negotiation.

Secrets of Power Negotiating by Roger Dawson (Animated Book Review)

This animated book review of Roger Dawson’s work, Secrets of Power Negotiating, explores flinching on proposals (asking for more than you want), bracketing (exploring the settlement range of what you want and what your negotiation partner wants to pay), and splitting the difference (never!). 

Getting More by Stuart Diamond (Five Minute Mastermind)

Stuart Diamond, a negotiation expert, explains in this video the strategies and principles behind successful negotiations in both professional and personal life including: essential strategies, including embracing diverse perspectives, cultivating trustworthiness, mastering the art of preparation, harnessing emotional intelligence, adopting a flexible mindset, conquering with incremental success, communicating with impact, and pursuing mutual wins.

The Art of Negotiation: Six must-have strategies by Gillian Ku

A short and informative video that provides a quick overview of key negotiation principles and strategies including six interpersonal principles of how we interact with people that affect one’s ability to influence and persuade others including reciprocity, commitment and consistency, and authority. A number of my executive coaching clients often seek to develop both influence and negotiation skills to advance their goals.

Getting What You Want by Margaret Neale

In this video, Neale explores negotiation through the lens of problem solving. The goal is not to get a deal; the goal is to get a good deal. Three questions to prepare women to enter a negotiation: Why are you asking? How are you asking? For whom are you asking?

The Art of Negotiation by Maria Ploumaki

Ploumaki describes negotiation through three frames: logic, emotion and reputation. She emphasizes three practical tips on how to think and interact during a negotiation including resilience, kindness, and managing our reactions during negotiations. Many of my executive coaching clients have transformed their leadership effectiveness by developing their emotional intelligence - an essential skill for managing ones' reactions during stressful negotiations.

Negotiation Skills Top 10 Tips by Antony Staff

This video offers practical advice on negotiation techniques and how to achieve better outcomes using 10 key strategies:

  1. Don’t negotiate unless you need to
  2. Don’t negotiate with yourself
  3. Never accept the first offer
  4. Never make the first offer
  5. Listen more and talk less
  6. No free gifts
  7. Watch out for the salami effect
  8. Avoid the rookies regret
  9. Never make a quick deal
  10. Never disclose your bottom line

Never Split the Difference by Chris Voss

How do FBI hostage negotiators never split the difference? Can you use the same techniques? Chris Voss draws upon his 24-year career with the FBI to show you in this video how to use tactical empathy with the “bad, the mad and the sad” in your daily life to never split the difference and still have great relationships.

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Dr. Kevin Nourse is an executive coach helping newly hired or promoted executives thrive. He founded Nourse Leadership Strategies, an executive and team coaching firm based in Palm Springs, CA. Kevin works with leaders and teams throughout California including Riverside, San Bernardino, Los Angeles, Irvine, Orange County, San Diego, Ventura, Santa Barbara, San Francisco, and Sacramento.  Contact him at 442.420.5578 (call or text) or kevin@nourseleadership.com

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