Stanford Guide To Negotiating
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Negotiate better deals and enjoy the process more. Learn how to formulate a powerful negotiating strategy, how to recognize negotiating tactics and respond forcefully, and how to identify and eliminate common negotiating errors. Learn how to answer these questions:
- Should I make the first offer?
- What if the other side isn't responding to my offers?
- What if the other side doesn't know what's realistic?
- How much should I be willing to concede?
- What information should/shouldn't I give up?
- What should I do if the other side makes an ultimatum?
Featuring Dr. Margaret Neale, Professor of Organizational Behavior, Stanford University Graduate School of Business
3 Video Clips Available on Online Preview
Key Points:
- 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-Settlements: Learn how you can adjust good agreements and make them great ones.
Length: 59 Minutes
Package Includes:
DVD and 45-Page Study Guide
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