Home / Courses / The Leadership Vault / How to negotiate with confidence, Part 1
Vault course 17 of 18 · 5 lessons · 18 min · video
How to negotiate with confidence, Part 1: the psychology
At VP and C-level, most negotiations are with people you will sit next to again on Monday: a peer with budget, a CEO adding scope, the board, a vendor, the company hiring you. Part 1 gives you the psychology underneath all of them, from naming emotion and spotting bias to the questions that get the other side solving your problem.
You are signed in. Start lesson 1.
Narrated by Andreas Pettersson. Built from the Leaders ADAPT library with Martha Spalding.
Lessons
- 1Where executive negotiations are really lost
Why executive negotiations are often decided before anyone speaks, and an honest score of your own starting point.3:44 - 2Labeling emotion: hear what sits under the objection
How to label emotion with a peer, the CEO or the board so the real issue surfaces, and three mistakes that kill it.3:48 - 3Four biases at the table, and the one in your head
Anchoring, loss aversion, the endowment effect and confirmation bias in a board or budget ask, and one nobody lists.3:31 - 4You lose the negotiation before it starts
Why emotion, information and a safe no decide executive negotiations, and the how and what questions that steer them.3:33 - 5Turn demands into questions, starting with your own offer
Four demand to question conversions for peers, vendors and the board, practiced on your own next offer.3:30
All lessons are recorded.
How a lesson works
Each lesson is about five minutes, the slides with Andreas narrating, or audio only on your phone between meetings. It opens on one situation at the executive level, teaches one tool, and closes with your move: one thing to do before the next lesson. The full written lesson sits under the player, so you can read instead, or go back for the exact sentence you want to use.
Created and narrated by Andreas Pettersson. The narration uses an AI model of Andreas's own voice.