Negotiation [videorecording] : myths, misperceptions and damned lies /
By: Neale, Margaret
Material type: Visual materialSeries: Publisher: Mill Valley, CA : Kantola Productions LLC, 2010.Description: 54 mins.Subject(s): Marketing & Sales | Influence | NegotiationItem type | Home library | Call number | Status | Date due | Barcode | Item holds |
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DVD | University of Wollongong in Dubai Main Collection | 658.4052 NE NE (Browse shelf) | Available | T0035281 |
, Shelving location: Main Collection Close shelf browser
No cover image available | ||||||||
658.4052 NE GO Negotiation / | 658.4052 NE GO Negotiation excellence : successful deal making | 658.4052 NE GO Negotiation excellence : successful deal making | 658.4052 NE NE Negotiation myths, misperceptions and damned lies / | 658.4052 OL HO How to negotiate effectively / | 658.4052 RE BE Becoming a skilled negotiator / | 658.4052 RE GL Global negotiation : the new rules / |
It’s better to receive the first offer than to give it. Honesty is the best negotiating policy. Don’t ever let them see you sweat. Professor Neale convincingly debunks these common beliefs as she shares the results of empirical research on negotiating strategies and the process of “mutual influence” that drives negotiation. In fact, making the first offer can set the bar high—to your advantage. Being honest about your bottom line can backfire. And emotions can play a powerful role in negotiations. Before you begin, be clear about your goal. Is it to get as much value out of a deal as possible? To develop a relationship and create value for both parties? Or simply to win—a dangerous goal! In any case, you need to determine three things: your bottom line, your optimistic target, and your alternatives if the deal fails. Try to figure out the same of your negotiating counterpart. The more prepared you are, the more flexibility you have in negotiating strategies. In the end, don’t settle for just any deal. Work to get a good deal—or it’s no deal.
What is your biggest source of power in any negotiation? How to redraw the boundaries of a negotiation in your favor. How focusing on the upside improves your deal.