The Stanford Video Guide to Negotiating

Video/DVD Outline:

Part 1: Preparation

• Unrealistic Expectations: Under-and Overconfidence
• The Two Types of Negotiation: Distributive and Integrative
• Escalation of Commitment
• BATNA
• Reservation Price
• Overcompetitveness
• The Mythical Fixed-Pie
• Preparing First Offers
• Anchors

Part 2: Bargaining

• Flinches
• Exchanging Information
• Frames
• The Negotiating Range-splitting the Range
• Risk
• Bidding Strategies
• Impasse: Interests not positions, breaks, third parties
• Negotiating-in-a-closet
• Irrationality and Emotion

Part 3: Settlement

• Nibbles
• Finalizing Agreements
• Post-settlement Settlements

Related issues explained in the study guide include: red herrings, multiple simultaneous offers, negotiating for the long-term, avoidance of give-aways, tit-for-tat strategies, fairness and trust, assessing walk-away points, and tied-hands strategies.