• 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. Why do we negotiate?
3. Effective exchange of information (1)
4. Effective exchange of information (2)
5. Absence of trust during negotiation (1)
6. Absence of trust during negotiation (2)
7. Establishing and maintaining trust
8. Dilemma of trust
9. Dilemma of honesty
10. Resolution of the two dilemmas
11. How you demonstrate trust in negotiation? (1)
12. How you demonstrate trust in negotiation? (2)
13. How you demonstrate trust in negotiation? (3)
14. How does trust get broken?
15. How to repair broken trust
16. Verbal accounts (1)
17. Verbal accounts (2)
18. Reparations
19. Structural solutions
20. Summary (1)
21. Summary (2)
22. Summary (3)
23. Thank you!
24. Bibliography

Topics Covered

• Why we negotiate
• Exchange of information
• Importance of trustworthiness and trust
• Credibility
• Diplomacy
• Honesty
• Consequences of absent or broken trust
• Dilemma of trust
• Dilemma of honesty
• Managing the dilemmas
• Competence
• Integrity
• Trust violations
• Trust repair
• Verbal accounts
• Apologies
• Reparations
• Structural solutions
• Verification
• Monitoring

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on May 19, 2013