• 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. Agenda
3. "Traditional" in-person negotiation
4. Importance of communication modalities
5. Direct in-person negotiation
6. Importance of exclusive attention
7. Downsides to in person negotiation
8. Consider the use of technology
9. Use of telephone
10. Considerations in telephonic negotiation (1)
11. Considerations in telephonic negotiation (2)
12. Effective negotiation via telephone
13. E-negotiation: negotiation "on-line"
14. E-Negotiation defined
15. What negotiation is
16. The focus: direct negotiation
17. Importance of e-negotiation
18. Negotiating via email
19. Considerations
20. Communication - the foundation of negotiation
21. Communication - information processing
22. Sending and receiving messages / information
23. Primary components of communication
24. Significance of listening
25. Additional components of communication
26. Additional factors that influence communication
27. Possible influence of factors on messages
28. Communication is more than what meets the...
29. Communication via e-mail
30. How the medium impacts the message
31. Character of the message
32. Content of the message
33. Timing of interactions
34. Assume email is asynchronous
35. Impact on information processing
36. Suggested implications of email negotiation
37. Concerns about e-negotiation
38. Concerns and challenges
39. Concern or advantage
40. Planning and preparing for e-negotiation
41. Stages of negotiation
42. Some of the challenges of e-mail negotiation
43. Email negotiation
44. Build trust
45. Build cooperation
46. E-negotiation example
47. Email negotiation content management
48. Potential future considerations
49. A little about texting
50. Other adaptations
51. Ethical considerations
52. Thank you

Topics Covered

• Considerations of differences between online and face to face (F2F) negotiations
• Importance of communication
• Impact of non-verbal communication
• Telephonic negotiation
• Synchronous and asynchronous communication and negotiation
• Preparing for online negotiation
• Key stages in negotiation
• Styles of negotiation online
• Importance of negotiation preparation
• Concerns and challenges of online negotiation
• Benefits of negotiating online

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on January 31, 2013