Negotiating Strategies 2: Psychological Strategies

Producer: Learning Nexus

Duration: 50 minutes.
This product is an online product and is a single-user, 6-month licence.
View Course Demo


CPD Certified - contributes 1 point towards your CPD.

There are a number of psychological strategies that are often employed in negotiations, so it’s important to recognise, deal and counter them.

You may not be aware that the basic human needs of security, economic well-being, belonging, recognition, and control over one's life are also at play in negotiation. Couching your proposals in terms of satisfying these and any other needs that the other party may have will make it easy for them to say ‘Yes’. It’s important to keep the negotiation human and establish rapport as early as possible. You may be surprised to learn that appearing dumb or appearing to have a weak position can sometimes be a strength in negotiation, as does using silence as a weapon.

This course is for anyone required to negotiate a satisfactory outcome to a problem or proposal.

This prouct allows the student to print a certificate from the course on sucessful completion.

Please Note: The demo link for this title is representative of the courseware but does not give access to the actual course.

The recommended settings to run this course are:

- Minimum Internet Explorer 6/Netscape Navigator 7
- Flash enabled – Minimum V6
- Popup windows enabled
- Minimum Windows 2000 Operating System
- Authorware may also need to be installed for some courses


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- Fake authority & fake reciprocity
- How to use silence as a weapon
- The good guy/bad guy scenario
- The ‘bottom line’
- How to deal with threats & intimidation
- Psychological warfare and how to respond to it
- Deception strategies
- How to create competition
- The importance of establishing rapport


This course will teach you to use effective questioning to counter any unfair tactics used by the other party without offending them, and how to respond to psychological warfare when it is used against you. You will also be shown how to deal with negotiators using fake authority or fake reciprocity.

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