Manipulative Negotiation Tactics: Procurement and Purchasing LIVE

How to reveal and overcome manipulations, build confidence for better negotiation results. Includes 21 real examples

Created by : Rated :4.8 9672 views

Last Updated: 2022-05-03 11:05:40 English Course Type: Self Learning

Learn about the dirty negotiation tricks that can be used against you
Get the tools to reveal and overcome manipulations
Analyze 21 real life manipulation examples from real business situations
Build confidence in order to achieve the better negotiation results

This course is all about the Manipulations used during Negotiations. This course is designed specifically for Procurement and Purchasing professionals. But the tactics, examples and principles from this course will be useful for anyone, as we all are facing Manipulations in our everyday life.

This course is for you if you want to:

•Learn about the dirty negotiation tricks that can be used against you

•Get the tools to reveal and overcome manipulations•

•Analyze 21 real life manipulation examples from real business situations

•Build confidence in order to achieve the better negotiation results.

I hope that you will not start manipulating others after this course. Use this training for good!

And good luck in your negotiations!

Basic English

Procurement and Purchasing professionals
Professional Negotiators
Anyone who faces negotiations and manipulations in their daily life

Section 1 : Introduction and course overview 1 Lectures 00:03:31
Lecture 1 :
Introduction and content of the course Preview
Welcome to this course on Manipulative Negotiation Tactics. This course is prepared specifically for those working in Procurement and Purchasing, for those professionals who face negotiations regularly and want to avoid being manipulated. Here you will find the course overview, goals and some information about the instructor.
Section 2 : Background about negotiations 2 Lectures 00:23:34
Lecture 1 :
Lesson 1. When negotiation occurs?
Before we define the word "manipulation", let's see where manipulations are used. In other words, let's analyze the manipulation as one of the negotiation methods. The first term that we need to remember is the term "negotiation" itself.
Lecture 2 :
Lesson 2. Negotiation strategies and approaches
We can split all negotiations into 2 large groups by their principles and rules: collaborative and tough negotiations
Section 3 : Manipulation techniques and principles 5 Lectures 00:43:18
Lecture 1 :
Lesson 3. Nature of manipulations
Manipulation is a subtle influence on people’s behavior or their automated reactions to obtain benefits that the manipulator does not honestly talk about. This may sound as a complicated definition, but in fact it is very straightforward.
Lecture 2 :
Lesson 4. Manipulator’s roles
So in the previous lesson we understood, that manipulator's primary task is to shut down your logic as he works first and foremost, with human emotions, makes an emotional impact. The manipulator triggers the emotion that pushes us to take counterintuitive decisions in various ways. Let's talk about three roles that manipulators are playing in negotiations.
Lecture 3 :
Lesson 5. Soft and hard manipulations
Some people ask if manipulations are ethical or not? To answer this question – I decided to create this lesson about hard and soft manipulations. Where soft manipulations are not really good ones, but still can be considered as ethical. Hard manipulations are definitely unethical.
Lecture 4 :
Lesson 6. Manipulation principles
Now we will analyze the next major block of information - the principles on which the manipulative influence is built.
Lecture 5 :
Lesson 7. Manipulating speech tricks
In the previous lesson we talked bout manipulation principles and tricks, and now I propose to go into some very simple and popular speech techniques that are used in manipulations. These are specific wordings, building your message in a certain way to persuade a person in something.
Section 4 : 21 examples from real business 3 Lectures 00:30:38
Lecture 1 :
Lesson 8a. 21 examples of manipulative tricks
Lets start with the examples where manipulator is aggressive, powerful and maybe even rude to us. This is the first role as we said in the previous lessons – the role of persecutor. The emotion that a persecutor is trying to get from you is fear.
Lecture 2 :
Lesson 8b. 21 examples of manipulative tricks
Lets look at the examples of the second role a manipulator can take - a role of a victim. They are demonstrating weakness they are provoking us to feel guilty
Lecture 3 :
Lesson 8c. 21 examples of manipulative tricks
The third role a manipulator can play is a role of a rescuer. This person is showing empathy, creates an illusion of receiving a lot of benefits without effort. And we remember that the rescuer triggers two emotions: laziness and greed.
Section 5 : Final words and Presentation materials 2 Lectures 00:03:45
Lecture 1 :
P.S. Before we end this course...
Before finishing the course – I would like to say some important words to you.
Lecture 2 :
Good luck!
Hope you liked the course. Please download the presentation materials if you need them.

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Robert Freeman,

233854 Course Views

8 Courses

I spent 15 years actively contributing to Procurement development of medium-size companies and large international corporations in Manufacturing and Retail, being a sourcing responsible for 800'000'000 Euro business. Was working with Retail and Manufacturing companies in Europe, Asia and North America. I truly believe in power of Procurement organization for the success of the entire company, and I want to spread my knowledge and experience to all over the world. That is why I developed a Future Procurement development program. Probably the best program in the world for Procurement professionals! I want to share my knowledge and engage as many people as possible around idea of improving the existing practices in our business, bringing our profession to a completely new level. My mission is: “To improve the world by Future Procurement organizations”.