• View the Talks
• 46 min
  1. Negotiations and bargaining: introduction

  • Prof. Charles B. Craver
• 50 min
  2. Negotiations & bargaining: styles & stages

  • Prof. Charles B. Craver
• 44 min
  3. Negotiations and bargaining: techniques

  • Prof. Charles B. Craver
• 91 min
  4. Using integrative bargaining to achieve mutually beneficial agreements

  • Prof. Carrie Menkel-Meadow
• 33 min
  5. The inherently distributive aspects of many bargaining interactions

  • Prof. Donald G. Gifford
• 46 min
  6. Secrets of power negotiating

  • Mr. Roger Dawson
• 22 min
  7. Psychological barriers to negotiation

  • Prof. Andrea K. Schneider
• 49 min
  8. The critical nature of non-verbal signals in negotiation

  • Dr. Wendi Adair
• 58 min
  9. Negotiation: telephonic and email

  • Prof. Kimberlee Kovach
• 42 min
  10. The use of mindfulness meditation to reduce bargaining anxiety

  • Ms. Rachel A. Wohl
• 52 min
  11. Negotiation ethics

  • Prof. Art Hinshaw
• 32 min
  12. Trust in negotiation

  • Prof. Roy J. Lewicki
• 49 min
  13. Negotiating across cultures

  • Prof. Jeswald W. Salacuse
• 35 min
  14. Negotiating in European Union countries

  • Mr. Lothar Katz
• 45 min
  15. Negotiating through a mediator

  • Prof. Dwight Golann
• 65 min
  16. Managing business conflict: the use of "alternative dispute resolution" in business disputes

  • Prof. Thomas J. Stipanowich

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Why do we bargain and negotiate?
3. How do we negotiate?
4. Conventional approach: compete to win!
5. What's wrong with that?
6. A better way? Integrate!
7. Needs and interests
8. Example: window at the library
9. Example: an orange
10. Example: chocolate cake
11. The other way: negotiate to integrate
12. Connecting the dots
13. Solution? Think out of the box!
14. So, how do we integrate? Ask, and tell!!
15. Contexts that affect our efforts to integrate (1)
16. Contexts that affect our efforts to integrate (2)
17. Contexts that affect our efforts to integrate (3)
18. Ways to integrate in negotiation (1)
19. Ways to integrate in negotiation (2)
20. When parties' needs produce agreements
21. Further reading
22. Thank you!

Topics Covered

• Why do we bargain and negotiate?
• How do we negotiate?
• Conventional approach: compete to win
• Integration in negotiation
• Needs and interests
• The other way: negotiate to integrate
• Thinking out of the box
• How do we integrate?
• Contexts that affect our efforts to integrate
• Ways to integrate in negotiation
• Successful integrative bargaining

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on October 27, 2011