Mastering Negotiations

Learn the key competitive and collaborative negotiation techniques internationally used by successful negotiators.

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In this course, you will learn the most relevant skills and techniques to be able to negotiate in a successful way. It covers the different schools of negotiations (collaboration and competition).

You will learn the five steps to effective negotiations and the relevance of the planning process to map your negotiation strategy using our exclusive Negotiation Canvas.

The online course is delivered for organizations in Portuguese and English in live classes and the online version was recorded in English with subtitles in English, Brazilian Portuguese (Português do Brasil), Spanish (Español), Arabic (عربى) and Simplified Chinese (中文).

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This course is available online.

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Delivery Methods

Corporate Onsite
Live Classes
Online Learning

What You Will Learn

Understand the importance of the negotiation
Distinguish the negotiation competitive mechanisms from the collaborative ones
Plan to negotiate in a competitive way
Create strategies to add value
Alternate and use "hard", "soft" and "analytical" approaches
Understand the different cultures’ influence on the negotiation styles
Establish an effective rapport
Understand the common mistakes in a negotiation
Learn how to handle high bargain tactics
Manage and emotions and emotional hijack
Avoid the "zero conflict" approach and the Abilene paradox
Convert positions into interest during the negotiation
Assess and understand the complex negotiations involving different levels of power and multi-stakeholders

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Fact sheet

Estimated duration

16 hours for onsite and live training. The full course has 11 lessons covering 2 hours of content. For the online school, we expect you to finish the course in 7 days or less, by watching 30 min each day.

Target audience

Executives, project managers, departments managers, procurement professionals or anyone interested in negotiations.

Requirements

None

Languages

Portuguese, English and Spanish for onsite and live training. The online course was recorded in English with subtitles in English, Brazilian Portuguese (Português do Brasil), Spanish (Español), Arabic (عربى) and Simplified Chinese (中文).

Certificate and Badge

Upon completing the course, you will receive a credential issued using the Accredible platform that can be downloaded as a PDF file and also shared on your Linkedin or other social network profiles.

See an example credential

Course content

Course Material

5 Negotiation Steps

Emotional Hijack

Curriculum

1. Live Classes
- Part 1 - The Use of Forces
  - Understand Your Strengths When You Relate to Other People.
  - When Everything Goes Well with Your Relationships.
  - When you face Opposition and Conflicts.
- Part 2 - Negotiation
  - Trading concept
  - Why is Trading Difficult?
  - Negotiation results between two parties
  - Two Trading Modes
  - Competitive Negotiation
  - Collaborative Negotiation
  - Characteristics of Trading Modalities
  - Negotiation Process
  - Dealing with Obstacles in Negotiation
- Part 3 - Changes and Conflict Management
  - Understanding the Change
  - Stages of Change
  - Conflicts
  - Causes of Conflicts
  - Conflict and Effectiveness
  - Conflict Management
- Part 4 - Decision Making and Emotional Hijacking
  - Decision-Making Conditions
  - Why Is It So Hard To Make A Decision?
  - The Brain and Decision Making
  - Competent Decision Making
  - PORI Technique
- Part 5 - Final Conclusions
2. Online Learning
- Part 1 - Why You Should Care About Being Able to Negotiate
  - 1.1 - Course Overview (2:24)
  - 1.2 - Computers Do Not Negotiate: People Do (2:51)
  - 1.3 - The Basis of Negotiation (4:13)
  - 1.4 - Collaboration x Competition (5:34)
  - 1.5 - Identifying the ZOPA (Zone of Possible Agreement) (3:18)
  - 1.6 - Exercise - Identifying the ZOPA
  - Download - Exercise Answers - Identifying the ZOPA
  - 1.7 - Exercise Answers and Comments - Identifying the ZOPA (4:53)
  - 1.8 - BATNA as a Key to Understand your Power in the Negotiation (4:17)
  - Download - BATNA Canvas
  - 1.9 - The Four Pillars of Collaborative Negotiations (6:18)
  - 1.10 - Ricardo Vargas Bio (Optional) (7:11)
  - 1.11 - Closing Remarks - Part 1 (1:24)
- Part 2 - The 5 Processes of Negotiations
  - 2.1 - Overview - Part 2 (0:26)
  - 2.2 - The 5 Steps in Any Negotiation (2:03)
  - Download - 5 Steps to a Successful Negotiation
  - 2.3 - Step 1 - Prepare to Negotiate (4:29)
  - Download - Negotiation Canvas
  - 2.4 - Exercise - Preparing for Negotiation Using the Negotiation Canvas (1:37)
  - Download - Example of Filled Negotiation Canvas
  - 2.5 - Step 2 - Establishing an Effective Rapport and Ground Rules (2:41)
  - 2.6 - Step 3 - Information Exchange (3:00)
  - 2.7 - Getting Information by Using "Mirroring" and "Labeling" Techniques (2:15)
  - 2.8 - Step 4 - Offers and Concessions (3:01)
  - 2.9 - Exercise - Maximizing Results
  - 2.10 - First Offer and Anchoring Bias (6:17)
  - 2.11 - Step 5 - Deals and Closure (2:11)
  - 2.12 - Closing Remarks - Part 2 (1:19)
- Part 3 - Challenges to Negotiation, Tips and Next Steps
  - 3.1 - Overview - Part 3 (0:51)
  - 3.2 - Obstacles to Effective Negotiations (3:44)
  - 3.3 - Common Mistakes During a Negotiation (7:30)
  - 3.4 - Abilene Paradox and the Lack of Conflict (2:00)
  - 3.5 - Handling Emotional Hijacking (10:52)
  - Download - Emotional Hijack Infographic
  - 3.6 - Handling Hard Bargain Tactics (5:38)
  - 3.7 - Negotiation is Not an Anything Goes Game (2:55)
  - Download - Principles of Ethical Negotiations
  - 3.8 - Movies You Should Watch to Improve Your Skills (4:47)
  - Download - Suggested Movies
  - 3.9 - Next Steps and Course Closing (2:26)

Who is this course for?

Procurement professionals that aim to improve their negotiation skills with suppliers.

Project managers or team leaders negotiating project assumptions and constraints with stakeholders

All those engaged in the recruitment process of personnel.

You. In the current pace of the world, negotiation became a critical capability for every professional to succeed.

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Scholarship and Financial Aid

In mid-2022, Ricardo decided to create the scholarship and financial aid program by donating $10,000 to establish a fund to assist qualified students in pursuing the school's courses.

Eligible candidates can apply for the scholarship all year round. You can contribute to the fund by making a voluntary donation at the checkout page for those aiming to support other students.

Know more about the program

What people say

“Very clear and succinct training, filled with wisdom pearls and practical key takeaways to apply to your daily life. A must-do course!”

Joao Sarmento Linkedin

Project/Program Manager

“I absolutely loved Ricardo's negotiation course! The content was incredibly easy to understand, and I gained a wealth of practical takeaways. Ricardo has a unique talent for simplifying complex negotiation concepts, making them accessible and applicable. The course was filled with real-life examples and case studies that brought the material to life and would allow me to immediately apply what I learned.”

“... I highly recommend Ricardo's course to anyone looking to enhance their negotiation skills. It's a game-changer, providing valuable insights and techniques that can be implemented in various personal and professional scenarios. I am grateful for the opportunity to learn from such a skilled instructor, and I am confident that the knowledge and skills I acquired will have a positive and lasting impact on my negotiation effectiveness. Thank you, Ricardo, for an exceptional course!”

Erick Silva Linkedin

roject Engineer - Construcciones Atlas Falcón

“The course helped me in passing my exams in Commercial Negotiation - CIPS Diploma. The recommendations, i.e. books and movies, were great!!!”

“...! ”

James Mantenguah Linkedin

Buyer - TechnipFMC Ghana Limited

“I am blessed to learn the practical application of mastering negotiations from this course. I will not get tired of listening to your sharing and really processing every single bit of what you shared powerfully. Thank you for sharing your knowledge with the world and the amazing experiences in life where these concepts are applied. Back in 2018, I was just watching your YouTube video on PMBOK 6th edition.”

“... Now, I am following your 5 minutes podcasts and yes, loving your courses here in your Ricardo Vargas Online School. Gracias!”

Josephine Turner Linkedin

CEO - ACT International Consulting, LLC

“How each point and topic is explained and exemplified became, for me, a differential of the course, and it will help me a lot in the next negotiations. With clean and accessible communication, the instructor found an easy way to keep me focused and loyal to each class, an endless curiosity that made me want to take the course one day. That is very good.”

“... Thank you for the opportunity… And I will not forget to help those around me in life whenever I have the chance.”

Neide Ricardo Linkedin

Accounting Technique

“First and foremost, this is an excellent course that covers the fundamentals of Negotiations in a very simple, structured, and sharp way. It is a must-have for people who are willing to learn more about negotiations and how to hone their skills for personal and professional reasons. The value you get from the course outweighs its price big time.”

“.... Last but not least, you are hearing and learning from one of the most experienced project experts Worldwide, and negotiations are a vital asset of any project manager's ability. I definitely recommend purchasing the course and invest time on watching the videos, reading through the materials and taking notes on the manner that works better for your learning style.”

Breno dos Santos Linkedin

EMEA Operational Excellence Manager - GXO
Netherlands

Enroll Now!

This course is available online.

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Frequently Asked Questions (FAQ)

1. Is the content focused on projects, or is it broader?
The content is broader. It does not aim only to cover project-based negotiations. It covers all types of negotiations.
2. Can the course be customized to my corporate needs?
All courses for companies are 100% customized according to the needs of each client.
3. Where are the courses delivered?
The courses are usually given at the client's premises or at hotels or event centers contracted by him. There is no restriction from our side as to where the course can be delivered.
4. Is there a fixed price per student or per class for the corporate courses?
No. Each corporate course to each client is a different product. Get in touch with us at [email protected] for more information.
5. What is the average class size in a corporate onsite course?
Typically the class size is between 20 and 30 participants.
6. How long is a course?
Most of the courses are between 16 and 24h in 2 or 3 consecutive days for the onsite courses. Check above for the duration of the course you are looking for.
7. Can the course be customized to my corporate needs?
All courses for companies are 100% customized according to the needs of each client. Public classes are open to all participants and the course content is predefined in these cases.
8. What is the requirements to participate in a live class?
In order to effectively participate in a live class, you should have a stable and reliable internet connection and a quiet place that you can use during the class hours.
9. What is the duration and daily commitment for a live class?
Usually, the live classes are from 8 to 16 hours. Each day of class is typically from 2 to 4h of commitment and the course ranges from 1 to 2 weeks to be completed. You should expect also to spend one hour of homework for each hour of course.
10. When does the course start and finish?
The course is self-paced. You decide when you start and when you finish. There are no deadlines to begin or complete the course.
11. How long do I have access to the course?
You will have full access to the course for ONE YEAR after the enrollment.
12. How many people can access the course with one login information?
The course was developed for individual use. Each people attending the course should have her/his individual login information.
13. Can I access the course using a mobile device?
Definitely yes. The course can be accessed using a computer, tablet or smartphone. All you need is an internet connection.
14. What if I am unhappy with the course?
If you are unhappy with your purchase in the first 14 days (including the day of the purchase) and did not complete more than 50% of the video lessons, you can apply for a refund. Contact us at [email protected] and we will provide you with a full refund.
15. Will I be able to access all of the videos at once?
Yes. The course is self-paced, and you can watch the lessons in the sequence you wish.
16. How long is each session of a course?
In order to make easier the understanding of the content, a typical lesson ranges from 3 to 5 minutes.
17. What do the courses include?
The course includes the video lessons, assignments, downloads and several links to podcasts and other contents to increase the learning experience. You can check the outline of the course above for more details.
18. Are the courses audio only available in English?
Yes, but all courses have subtitles in English, Brazilian Portuguese, Spanish, Chinese and Arabic.
19. Is Ricardo Vargas a native English speaker?
No. Ricardo is originally from Brazil and leaves in Europe since 2012. Despite being fluent in English, Ricardo still keeps his Brazilian accent.
You can see some of the videos of Ricardo on the preview of the lessons or on his Youtube channel at https://youtube.com/rvvargas
Remember also that all lessons come with subtitles in English, Brazilian Portuguese (Português do Brasil), Spanish (Español), Arabic (عربى) and Simplified Chinese (中文).
20. Do you provide Scholarship and Financial Aid?
Yes. All online courses available at the school offer Scholarship and Financial Aid support for eligible candidates. Learn more about the program and how to apply and support here.
21. How I can pay for the course?
The online school manages all payments. You can pay for the course using Credit Card or Paypal. Free courses do not require any credit card information.
22. Do I have to pay taxes when I purchase a course?
Students who reside in nations that charge VAT (Value Added Tax) or GST (Goods & Services Tax) may be required to pay this tax when they purchase a course. Currently, students who reside in the European Union (EU), South Korea, Japan, New Zealand and Australia will be charged the tax when they purchase a course (this list can be updated without prior notice). The VAT is included on the price of the course when you purchase from these countries.
23. Can I try before I register for a course?
Of course! All courses come with some lessons for preview.
24. Can I make a course referral to a friend or colleague, and we both get a discount on future courses?
Definitely yes. There are referral links in our online school courses (inside the lectures) where existing students receive discounts on future purchases for referring their friends to your course. At the same time, those friends also receive a discount when they enroll. It’s a win-win-win.
25. Do you have an affiliate program so I can offer the Online School courses and receive commision?
Yes. We have affiliate programs for project management consultants, bloggers, and other professionals who want to sell our online courses to their clients and receive a commission.
If you are interested in the affiliate program, please send a message explaining your interest to [email protected].
Please provide complete information about your business, location, target audience, and other relevant data for our evaluation.
26. PDU Reporting
Macrosolutions and Ricardo Vargas Online School do not participate in the PMI ATP program. However, the course expands your knowledge in the skill areas of the PMI Talent Triangle. For each course, you can report PDUs as "Course or Training” in the following categories: Ways of Working, Power Skills, and Business Acumen.
Step by step requesting PDUs:
1. Log in at https://www.pmi.org/ and go to your Dashboard.
2. Select Report PDUs.
3. Select “Course or Training”.
4. For the provider, it would be best if you wrote the provider’s name - Ricardo Vargas Online School, don’t choose the names.
5. Inform the course’s name and the description.
6. Fill in the dates you started and ended de course.
7. Inform the number of PDU’s.
8. Confirm with "I agree that this statement is accurate" and submit the request.
27. Does the course provides a certificate?
Yes. All participants of the course will receive a certificate/badge that does not expire and can be shared in more than 100 social networks, including, LinkedIn, Facebook and Twitter. The credential uses Blockchain technology to reduce fraud and increase third-party confidence. The recorded credential is sealed in a digital ledger to prove its authenticity.
28. What is the course language?
The course is taught in English or Portuguese. For company onsite courses, the course language will be decided by the client. For live classes, please refer to each session language.
The self-paced courses provided by the online school are delivered in English. However, all courses have subtitles in English, Brazilian Portuguese, Spanish, Chinese and Arabic.
29. Do you have a special price for large groups?
Onsite courses are EXCLUSIVELY available for companies and are negotiated case by case.
For live training and self-paced training at the online school, contact us at [email protected] to get a quote for multiple users or unlimited use on your school or organization.
30. Is Ricardo Vargas the instructor? Can I contact him directly?
Yes, Ricardo is the instructor of all courses delivered by Macrosolutions.
You can contact him directly at [email protected]. Sometimes it takes a bit of time to get a reply directly from him so we suggest you copy [email protected] if you need immediate support. You can write in English or Portuguese.
You can also get in touch with Ricardo by following him on LinkedIn, Youtube, Twitter or Instagram.
31. I have a question that was not answered here. How do I contact you?
We are happy to answer your question. Just email us at [email protected].

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Get in touch to learn more about how we can help your organization with our courses.

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Ricardo Vargas

Mastering Negotiations

Go to:

Enroll Now!

Delivery Methods

What You Will Learn

Be notified when a new live session is available!

Enroll Now!

Fact sheet

Estimated duration

Target audience

Requirements

Languages

Certificate and Badge

Who is this course for?

Scholarship and Financial Aid

Enroll Now!

Want to learn more?