Share these talks and lectures with your colleagues
Invite colleaguesWe noted you are experiencing viewing problems
-
Check with your IT department that JWPlatform, JWPlayer and Amazon AWS & CloudFront are not being blocked by your network. The relevant domains are *.jwplatform.com, *.jwpsrv.com, *.jwpcdn.com, jwpltx.com, jwpsrv.a.ssl.fastly.net, *.amazonaws.com and *.cloudfront.net. The relevant ports are 80 and 443.
-
Check the following talk links to see which ones work correctly:
Auto Mode
HTTP Progressive Download Send us your results from the above test links at access@hstalks.com and we will contact you with further advice on troubleshooting your viewing problems. -
No luck yet? More tips for troubleshooting viewing issues
-
Contact HST Support access@hstalks.com
-
Please review our troubleshooting guide for tips and advice on resolving your viewing problems.
-
For additional help, please don't hesitate to contact HST support access@hstalks.com
We hope you have enjoyed this limited-length demo
This is a limited length demo talk; you may
login or
review methods of
obtaining more access.
Printable Handouts
Navigable Slide Index
- Introduction
- Value claiming
- Value creation
- The underlying interests of both negotiators
- Transactional or commercial negotiations
- Planning for bargaining in a distributive context
- Bargaining ranges
- Distributive bargaining negotiation tactics
- Cooperative tactics
- Style vs. Substance
- Information gathering
- Power
- Initial demands
- Firmness of initial demand
- Justification for initial proposal
- Responding to reasonable initial demand
- Responding to extreme initial offer
- Concessions
- Tactics to encourage other party's concessions
- Tactics to limit one's own concessions
- Achieving closure
- Putting it all together
- Tactics when negotiating distributive issues (1)
- Tactics when negotiating distributive issues (2)
- Tactics when negotiating distributive issues (3)
- Thank you
Topics Covered
- Value claiming and value creation
- Problem-solving or integrative bargaining
- Distributive or "zero-sum" bargaining contexts
- Reservation point
- Goals and aspirations
- Competitive tactics
- Cooperative tactics
- Objective criteria
- Style contrasted with tactics or strategy
- Informational bargaining
- Nonverbal cues
- Bargaining power
- BATNA
- Preparation
- Home turf
- Initial proposals
- Anchoring
- Responses to initial proposals
- Concessions
- Threats
- Promises
- Arguments
- Limiting concessions
- Consecutive concessions
- Closure
- Deadlines and ultimatums
- Splitting the difference
Talk Citation
Gifford, D.G. (2011, October 27). The inherently distributive aspects of many bargaining interactions [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved November 21, 2024, from https://doi.org/10.69645/ZPGP9109.Export Citation (RIS)