• 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. Never jump at the first proposal
3. Ask for more than you expect to get
4. Why you should ask for more than you can get
5. Bracket your objective
6. Flinch at their proposal
7. What they see is critical
8. Play reluctant buyer
9. The Vise Gambit
10. Never offer to split the difference
11. Trading off
12. Be prepared to walk away
13. Positioning for easy acceptance
14. The power negotiator's creed
15. Contact information and thanks

Topics Covered

• Never say yes to the first offer
• Ask for more than you expect to get
• Flinch when the other side asks you for a concession
• Bracketing your objective
• Play reluctant buyer
• Look out for the reluctant seller
• Using the vise gambit
• Never offer to split the difference
• Always ask for a trade off concession
• The number one pressure point in a negotiation
• Give yourself walk-away power by giving yourself options
• How to position for easy acceptance
• The power negotiators creed

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation
• Marketing & Sales

Talk Citation

Publication History

• Published on November 10, 2011