How to Become an Expert Negotiator

Tips and strategies to challenge the conventional wisdom of negotiating.
Personal Development / Negotiation

ExecSense Expert Negotiator

Format          50 Minute Lesson
Chapters       6
Skill Level     New to Topic
Audience      CEO / President / Managing Director / Managing Partner
Includes       Access for 1 year. Stream on all devices.

Course Description

In this lesson, ExecSense and expert, Mark Stevens (CEO – MSCO), examine effective negotiating strategies you haven’t heard before and focuses on decision-making and leadership skills, and breaks down the philosophies and tactics of world-class negotiators like Carl Icahn and Bill Clinton.

In this 50-minute session, you will learn:

  • Why virtually all of life is a negotiation, why refined communication skills are necessary for success on the executive level, and why conventional thinking surrounding negotiations is weak and misleading
  • What you need to know about negotiations: the strength-weakness equation, the importance of opening and closing, the myth of “fairness,” why Icahn wins, and more
  • The dos and don’ts of shrewd negotiators: ditching convention, planning surprises, avoiding fairness, anticipating wants, not being afraid to walk, telling yourself the deal is life or death, and more
  • How to move ahead of the curve, identify your “lens,” never start a fight you can’t finish, come prepared, and control the agenda during negotiations
  • Case studies of 3 specific negotiations, what challenges each presented, how the parties involved overcame them, and how your business can learn from those experiences

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ExecSense Speaker

Mark Stevens
Personal & Professional Development


Mark Stevens is the CEO of a world class, results driven management and marketing firm, a best-selling author, and popular philosopher on the intersection of business and private life.

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Never one to steer clear of hard truths, unconventional wisdom or controversial commentary, Stevens shook the marketing establishment with his Business Week best seller, “Your Marketing Sucks” (Crown Business, 2003), and is redefining the rules of business management in his new book, “Your Management Sucks” (Crown Business, May 2006).

Stevens’ company, MSCO, is an ROI-focused marketing and management firm representing a stellar roster of clients including Nike, Starwood, GE, Guardian Life, Intrawest, Estee Lauder and many others. His latest book, “Your Management Sucks,” turns traditional management dogma on its head by presenting a new framework for growing businesses of all sizes and empowering careers through the application of a unique and powerful philosophy based on challenging “the oxymoron of conventional wisdom.”

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