The Stanford Video Guide to Negotiating

The Stanford Video Guide to Negotiating
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Negotiation - Myths, Misperceptions and Damned Lies by Margaret Neale
Part of the Series: Stanford Executive Briefings
Program Highlights
  • What is your biggest source of power in any negotiation?
  • How to redraw the boundaries of a negotiation in your favour?
  • How focusing on the upside improves your deal.
It's better to receive the first offer than to give it. Honesty is the best negotiating policy.…
Skills, Techniques and Strategies for Effective Negotiations - With Patrick Cleary
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  • Nine rules for getting the best deal.
  • How espionage and empathy get you prepared.
  • How to gain credibility--and the most common way to lose it.
As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation,…
Getting (More of) What You Want - Negotiating Deals Big and Small
Part of the Series: Stanford Executive Briefings
Program Highlights
  • Negotiations as collaborative events.
  • Three negotiating tools that are almost never used to their potential.
  • The surprising advantage gained by focusing your counterpart's attention on his or her alternatives.
A negotiation is not a battle. That's how Professors Neale and Lys begin this presentation, explaining that…
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