Module I "Internal Negotiation"

Download Module I Summary in PDF

It includes 38 minutes of interactive training—allowing you to choose your own pace—plus 12 downloadable PDF documents with an estimated reading time of 1 hour 20 minutes. 

We negotiate using two brains—the reptilian and the rational—both associated with the same Emotional System, which produces and distributes emotions. Depending on the negotiation context, each brain assumes different roles and importance, with distinct ways of communicating and perceiving, requiring different tactics for control or persuasion. 

The second part of the module introduces the concept of self-negotiation. We explore physiological, emotional, and cognitive aspects of self-negotiation, delving deeper into the System 1, System 2 framework of the Nobel laureate Kahneman and Tversky, alongside their groundbreaking work on cognitive biases. 

Throughout the course, you will discover that most control and persuasion tactics used to negotiate with others—studied in the final two modules—can also be applied to self-negotiation.