Negotiation : myths, misperceptions and damned lies.
(eVideo)
Contributors
Published
[San Francisco, California, USA] : Kanopy Streaming, 2014.
Physical Desc
1 online resource (1 video file, approximately 53 min., 49 sec.) : digital, .flv file, sound
Status
Description
Loading Description...
Also in this Series
Checking series information...
More Details
Format
eVideo
Language
English
Notes
General Note
Title from title frames.
Date/Time and Place of Event
Originally produced by Kantola Productions in 2010.
Description
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.
System Details
Mode of access: World Wide Web.
Citations
APA Citation, 7th Edition (style guide)
Neale, M. A. (2014). Negotiation: myths, misperceptions and damned lies . Kanopy Streaming.
Chicago / Turabian - Author Date Citation, 17th Edition (style guide)Neale, Margaret Ann. 2014. Negotiation: Myths, Misperceptions and Damned Lies. Kanopy Streaming.
Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)Neale, Margaret Ann. Negotiation: Myths, Misperceptions and Damned Lies Kanopy Streaming, 2014.
MLA Citation, 9th Edition (style guide)Neale, Margaret Ann. Negotiation: Myths, Misperceptions and Damned Lies Kanopy Streaming, 2014.
Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.
Staff View
Grouped Work ID
4408933b-577b-7dde-c8ce-6d2a6a1a8430-eng
Grouping Information
Grouped Work ID | 4408933b-577b-7dde-c8ce-6d2a6a1a8430-eng |
---|---|
Full title | negotiation myths misperceptions and damned lies |
Author | kanopy |
Grouping Category | movie |
Last Update | 2022-07-12 21:16:40PM |
Last Indexed | 2024-04-20 03:24:53AM |
Book Cover Information
Image Source | sideload |
---|---|
First Loaded | Sep 13, 2022 |
Last Used | Jan 22, 2024 |
Marc Record
First Detected | Aug 02, 2013 12:00:00 AM |
---|---|
Last File Modification Time | Aug 01, 2021 04:45:10 AM |
MARC Record
LEADER | 02970ngm a2200361 i 4500 | ||
---|---|---|---|
001 | kan1050208 | ||
003 | CaSfKAN | ||
005 | 20130802105144.0 | ||
006 | m o c | ||
007 | vz uzazuu | ||
007 | cr una---unuuu | ||
008 | 140717p20142010cau053 o vleng d | ||
028 | 5 | 2 | |a 1050208|b Kanopy |
035 | |a (OCoLC)897766607 | ||
040 | |a UtOrBLW|b eng|c UtOrBLW|e rda | ||
245 | 0 | 0 | |a Negotiation :|b myths, misperceptions and damned lies. |
264 | 1 | |a [San Francisco, California, USA] :|b Kanopy Streaming,|c 2014. | |
300 | |a 1 online resource (1 video file, approximately 53 min., 49 sec.) :|b digital, .flv file, sound | ||
336 | |a two-dimensional moving image|2 rdacontent | ||
337 | |a computer|2 rdamedia | ||
337 | |a video|2 rdamedia | ||
338 | |a online resource|2 rdacarrier | ||
500 | |a Title from title frames. | ||
518 | |a Originally produced by Kantola Productions in 2010. | ||
520 | |a 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. | ||
538 | |a Mode of access: World Wide Web. | ||
650 | 0 | |a Negotiation in business|x Study and teaching. | |
650 | 0 | |a Honesty. | |
650 | 0 | |a Strategy. | |
700 | 1 | |a Neale, Margaret Ann,|e speaker. | |
710 | 2 | |a Kanopy (Firm) | |
856 | 4 | 0 | |u https://pueblolibrary.kanopy.com/node/50209|z A Kanopy streaming video |
856 | 4 | 2 | |z Cover Image|u https://www.kanopy.com/node/50209/external-image |