• 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. What to expect of this talk
3. Phases of negotiations
4. There is no "one Europe"
5. Exceptions to the EU common legal framework
6. Cultural characteristics impact on negotiating
7. Comparing EU countries
8. The "North vs. South" difference in EU countries
9. Expectations of upfront relationship building
10. Bargaining exchange
11. Bargaining and haggling
12. Attitudes toward contracts
13. General contract guidelines
14. Important preparation steps
15. Specific examples
16. Germany: negotiation attitude
17. Germany: negotiation hints
18. Italy: negotiation attitude
19. Italy: negotiation hints
20. United Kingdom: negotiation attitude
21. United Kingdom: negotiation hints
22. France: negotiation attitude
23. France: negotiation hints
24. Spain: negotiation attitude
25. Spain: negotiation hints
26. Negotiating international business: resource
27. Negotiations in the EU: commonalities
28. Negotiations in the EU: what to pay attention to
29. Negotiating can be great fun

Topics Covered

• Process & phases
• Negotiation attitudes
• Upfront expectations
• Bargaining exchange: expected length & attitudes towards haggling
• Attitudes towards contracts
• Important preparation steps
• Specific examples and negotiation hints: Germany, Italy, United Kingdom, France and Spain
• Commonalities across Europe

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on October 27, 2011