Stanford Series Negotiating

 Whether you’re an international banker or a corner grocer, negotiating is an integral part of your everyday world. With this one-hour video and accompanying study guide narrated by a renowned Stanford University professor, you learn the tactics, strategies, pitfalls and pleasures of working on a deal by following a real-life scenario through the entire negotiating process.

Length: 59 minutes
Available in both DVD and VHS.

 Why Purchase this Product::

• Anchors – learn how to control the range of negotiations and make it work for you, not against you.
• Framing – understand why the words you choose can be just as important as the positions you take
• The myth of the fixed-pie – know when being too tough can cost you money
• Escalation of commitment – know when and why you have to be willing to walk away
• First offers – learn both when not to make the first offer and how to make the right offer when you do
• Bidding strategies – identify the hidden messages behind bids and offers
• Post-settlement settlements – learn how you can adjust good agreements and make them great ones
• Uncertainty – learn why understanding risks can smooth your path to agreement
• Flinches, nibbles, and red herrings – learn why they work and how to counteract them

Length: 59 minutes
Available in both DVD and VHS.

Features:

Dr. Margaret Neale, Professor of Organizational Behavior, Stanford University Graduate School of Business

The Stanford Video Guide to Negotiating comes with one free guide (45 pages). The study guide reviews materials covered in the video and is a perfect resource for review and reinforcement before every negotiation.

Part 1: Preparation

• Unrealistic Expectations
• The Two Types of Negotiation: Distributive and Integrative
• Escalation of Commitment
• BATNA
• Reservation Price
• Overcompetitiveness
• 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: Interest not positions, breaks, third parties
• Negotiating-in-a-closet
• Irrationality and Emotion

Part 3: Settlement

• Nibbles
• Finalizing Agreements
• Post-settement 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, assesing walk-away points, and tied hands strategies.