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Welcome to the Henry Stewart talk
series on negotiations and bargaining.
My name is Charlie Craver.
This series covers a critical skill
that is used by business persons and
lawyers every day when they deal with
people within their own organizations and
when they deal with outside parties,
during this segment of the series,
we're going to talk about
the different negotiating techniques,
people are likely to encounter
when they negotiate.
It is critical for negotiators to
recognize the different bargaining
techniques so that they can determine
which techniques they're going to employ
to advance their own interests and
to recognize the tactics being used by
the other side so that they can
effectively counteract those techniques.
When people prepare for bargaining
interactions, they have to decide
which techniques and which approach
they will use in their interaction.
The first thing they must decide
is which techniques are consistent
with their own personality.
If you're naturally aggressive person, you
will tend to be an aggressive negotiator.
If your aim or laid back individual,
you will tend to be a mawr laid back
negotiator, so you have to pick a style
that suits your particular personality.
You then have to use techniques
that would be suitable for
this particular opponent against
a more aggressive opponent.
You may use one set of tactics
against a less aggressive person.
You may decide to use
different techniques, and
then you have to decide which techniques
are optimal for this particular situation.
Sometimes you have a lot of bargaining
power, and you can use techniques.
It would be suitable to someone
with that type of power.
In other settings.
You may not have such power, and you
have to use tactics that would be likely
to induce the other side
to give you what you need,
even though it may possess more
power than you actually possess.