Negotiations and bargaining: introduction

Published on October 27, 2011 Reviewed on March 30, 2020   46 min

A selection of talks on Management, Leadership & Organisation

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Welcome to the Henry Stewart Talks series on "Negotiations and Bargaining". My name is Charles Craver, and I have the privilege of being the editor for this outstanding series.
You will hear from many experts about various aspects of bargaining interactions. We will talk about the impact of negotiator styles, whether you are cooperative or competitive. The six stages of the negotiation process to demonstrate how structured bargain interactions actually are. Different negotiating techniques that are used by people when they interact with others. How to use integrative bargaining skills to achieve mutually beneficial agreements. The inherently distributive aspect of many bargaining interactions, how the parties compete for what's on the bargaining table. The principles of influence in negotiations. How do you induce the other side to move in your direction? The impact of various psychological factors that affect bargaining interactions, starting with anchoring, gain-loss framing, the endowment effect. The art of communication. How do we communicate effectively and how do we listen carefully to what the other side is saying to us. The critical nature of non-verbal signals. How do we interpret the non-verbal signs emanating from the other side, and what are some of the non-verbal indications of deception? In-person, telephone, and e-mail interactions, how do they differ, and what should people be doing differently in these different formats? The use of mindfulness meditation to reduce bargaining anxiety. When we negotiate, we're often anxious, and these meditation techniques can help reduce that anxiety. Negotiating ethics. What's the difference between acceptable puffing and embellishment and unacceptable misrepresentation of material fact. Business negotiations, how do they differ from other types of negotiations, and what should you be doing when you're interacting with other people in the business community? Cross-cultural interactions. As we become a global economy, we constantly do business with people in other countries and other cultures. How do they differ from wholly internal negotiations? Negotiating in European Union countries. What happens when you negotiate all over the European continent? Using mediation to facilitate bargaining discussions. How can mediators assist parties to reach agreement they might not be able to reach on their own? The use of alternative dispute resolution procedures to resolve business disputes. How do we use mediation, arbitration, and other techniques to resolve the disputes that arrive with respect to our relationships? Gender and negotiation performance. Do men and women view negotiations differently? Do they act differently when they negotiate? Were there any differences in the results of their negotiations? I am absolutely confident that this series will greatly enhance your negotiating capabilities because it will provide you with an in-depth knowledge of the various factors that are relevant to bargaining interactions.