Learn Negotiation with the Practica AI CoachThe Practica AI Coach helps you improve in Negotiation by using your current work challenges as opportunities to improve. The AI Coach will ask you questions, instruct you on concepts and tactics, and give you feedback as you make progress.
Curated Learning Resources
- Negotiation Skills for Product Managers: 5 Things You Need to KnowBrent discusses negotiation skills for product managers. He advocates using a principled negotiation approach that focuses on understanding interests rather than positions, generating creative options, and relying on objective criteria. This helps negotiations run more efficiently while preserving relationships. Brent also emphasizes separating people from problems, focusing discussions on interests, and inventing options to solve multiple interests simultaneously. Mastering principled negotiation techniques can help product managers make better, faster decisions and improve collaboration.
- When You Should (and Shouldn’t) Use an Ultimatum in NegotiationPaychex started as a small local payroll processing business but grew through Partnerships and franchises to include 17 owners across several states by 1979. The founder, B. Thomas Golisano, saw that it was time to consolidate into a single corporation. However, determining each owner's stake in the new company posed significant challenges given their large egos and differing views of their worth. Golisano realized direct negotiations would be impossible since details would spread and already-negotiated owners would want to renegotiate. His only option was to establish a non-negotiable situation. Interestingly, while Golisano normally agreed one shouldn't use ultimatums in negotiation, he felt it was necessary in this case to get all 16 owners and himself to agree on consolidation into a single corporation.