• 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. Life as a stage
3. Talk outline
4. What is nonverbal communication?
5. Why worry about NVB in negotiation?
6. Media richness model
7. NVB is a critical component of communication
8. Types of information conveyed through NVB
9. Why is NVB critical in negotiation?
10. Early work on NVB in negotiation
11. Signals or tacit communication
12. Face-to-Face versus barrier
13. Recent research on NVB in negotiation
14. NVB and building relationships
15. Strategic NVB mimicry in negotiation
16. Further evidence of NVB and value creation
17. Further evidence of NVB and value claiming
18. NVB expression of emotion
19. NVB and information gathering
20. What do we know now about NVB in negotiation?
21. What don't we know about NVB in negotiation?
22. Theoretical advances
23. Why should we consider culture?
24. Culture and NVB in negotiation
25. Examples: NVB and culture
26. An empirical study: culture and NVB in negotiation
27. NVB dimensions of meaning in a negotiation
28. Six negotiation approaches
29. An example of dominant approach
30. Nonverbal behaviors examined
31. Examples of results
32. Straight back
33. Leaning back
34. Gaze avoidance
35. Summary: etic and emic NVB
36. Moving forward
37. Conclusions

Topics Covered

• Negotiation
• Nonverbal communication
• Power
• Building relationships
• Mimicry
• Emotion expression
• Claiming value
• Creating value
• Engagement
• Culture

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on February 17, 2013