Management OriginalNegotiation seen through the lens of neuroscience

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Negotiation seen through the lens of neuroscience

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Negotiation of any kind is a complex exercise. A source of apprehension for some, a stimulating challenge for others, it requires impeccable preparation that leaves nothing to chance. Fortunately, neuroscience can help us put the odds on our side! So do not hesitate, take this course to find out more about the factors, conscious or not, that affect our decisions, and to discover how to use them to your advantage (and wisely!) during a negotiation.
Basic

You will be able to :

  • Rethinking your negotiating techniques in the light of advances in neuroscience
  • Capitalizing on neuroselling in your commercial negotiations

    • Chapters:

    • Negotiation: What Does Neuroscience Say?
    • Salesmanship Redesigned by Neuroscience
    Advanced

    You will be able to :

  • Making your interlocutor’s cognitive biases your allies during a negotiation
  • Using “nudges” to influence some of your interlocutor’s behaviours, in the common interest

    • Chapters:

    • Cognitive Biases: How to Turn Them into Allies
    • The Nudge, or the Good Negotiator’s Magic Wand

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