The Resource Negotiation : myths, misperceptions and damned lies, (online streaming)

Negotiation : myths, misperceptions and damned lies, (online streaming)

Label
Negotiation : myths, misperceptions and damned lies
Title
Negotiation
Title remainder
myths, misperceptions and damned lies
Contributor
Speaker
Subject
Language
eng
Summary
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. 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. Margaret A. Neale is the director of the Influence and Negotiation Strategies Executive Program at Stanford and the coauthor of three books, including Organizational Behavior: A Management Challenge. She received her bachelor's degree from Northeast Louisiana University, her master's degrees from the Medical College of Virginia and Virginia Commonwealth University and her PhD in Business Administration from the University of Texas
Cataloging source
UtOrBLW
Characteristic
videorecording
Date time place
Originally produced by Kantola Productions in 2010
http://library.link/vocab/relatedWorkOrContributorName
  • Neale, Margaret Ann
  • Kanopy (Firm)
Runtime
53
http://library.link/vocab/subjectName
  • Negotiation in business
  • Honesty
  • Strategy
Technique
live action
Label
Negotiation : myths, misperceptions and damned lies, (online streaming)
Link
Instantiates
Publication
Note
Title from title frames
Antecedent source
unknown
Carrier category
online resource
Carrier MARC source
rdacarrier
Configuration of playback channels
unknown
Content category
two-dimensional moving image
Content type MARC source
rdacontent
Control code
kan1050208
Dimensions
unknown
Extent
1 online resource (1 video file, approximately 53 min., 49 sec.)
File format
unknown
Form of item
online
Level of compression
unknown
Media category
  • computer
  • video
Media MARC source
  • rdamedia
  • rdamedia
Medium for sound
other
Other physical details
digital, .flv file, sound
Publisher number
1050208
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
sound
Sound on medium or separate
sound on medium
Specific material designation
  • other
  • remote
System control number
(OCoLC)897766607
System details
Mode of access: World Wide Web
Video recording format
other
Label
Negotiation : myths, misperceptions and damned lies, (online streaming)
Link
Publication
Note
Title from title frames
Antecedent source
unknown
Carrier category
online resource
Carrier MARC source
rdacarrier
Configuration of playback channels
unknown
Content category
two-dimensional moving image
Content type MARC source
rdacontent
Control code
kan1050208
Dimensions
unknown
Extent
1 online resource (1 video file, approximately 53 min., 49 sec.)
File format
unknown
Form of item
online
Level of compression
unknown
Media category
  • computer
  • video
Media MARC source
  • rdamedia
  • rdamedia
Medium for sound
other
Other physical details
digital, .flv file, sound
Publisher number
1050208
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
sound
Sound on medium or separate
sound on medium
Specific material designation
  • other
  • remote
System control number
(OCoLC)897766607
System details
Mode of access: World Wide Web
Video recording format
other

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