Leadership theories
8 min
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46 min
1. Negotiations and bargaining: introduction- Prof. Charles B. Craver
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50 min
2. Negotiations & bargaining: styles & stages- Prof. Charles B. Craver
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44 min
3. Negotiations and bargaining: techniques- Prof. Charles B. Craver
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91 min
4. Using integrative bargaining to achieve mutually beneficial agreements- Prof. Carrie Menkel-Meadow
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33 min
5. The inherently distributive aspects of many bargaining interactions- Prof. Donald G. Gifford
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46 min
6. Secrets of power negotiating- Mr. Roger Dawson
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22 min
7. Psychological barriers to negotiation- Prof. Andrea K. Schneider
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49 min
8. The critical nature of non-verbal signals in negotiation- Dr. Wendi Adair
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58 min
9. Negotiation: telephonic and email- Prof. Kimberlee Kovach
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42 min
10. The use of mindfulness meditation to reduce bargaining anxiety- Ms. Rachel A. Wohl
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52 min
11. Negotiation ethics- Prof. Art Hinshaw
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32 min
12. Trust in negotiation- Prof. Roy J. Lewicki
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49 min
13. Negotiating across cultures- Prof. Jeswald W. Salacuse
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35 min
14. Negotiating in European Union countries- Mr. Lothar Katz
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45 min
15. Negotiating through a mediator- Prof. Dwight Golann
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65 min
16. Managing business conflict: the use of "alternative dispute resolution" in business disputes- Prof. Thomas J. Stipanowich
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 4, 2025, from https://doi.org/10.69645/ZPGP9109.Export Citation (RIS)
Publication History
- Published on October 27, 2011
The inherently distributive aspects of many bargaining interactions
Published on October 27, 2011
33 min
