Integrative Bargaining and the Great Negotiation Debate
Alternatives: The Heartbeat of Strategic Negotiating
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Three Key Concepts: The BATNA, Issues, and Interests (4:00)
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How to Create an Advantage through Preparation (3:40)
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One CEO on the Power of Alternatives in Buy/Sell Situations (3:59)
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Voices from the Field: How Can I Generate Leverage During Negotiations? (2:35)
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Case Study: Time Warner’s BATNA Fail (2:43)
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Case Study: The New Hire’s Compensation Package (4:08)
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Find Time Warner’s BATNA During Negotiations with CBS (1:00)
Negotiation Communications: Claiming Value while Giving Value
Closing Deals: Creativity, Pressure Resources, and Subjective Value
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Leveraging Subjective Value and a Focus on the Decision Maker (3:49)
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5 Communication Upgrades when You’re Negotiating (3:41)
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Building Deal Creativity Muscles: The Disney / Pixar Case Study (2:40)
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The Psychological Factors that Impact Negotiations (3:09)
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Deeper Dive: Subjective Value at the San Diego Port (3:29)
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Deeper Dive: Bringing Your Interests “into the Room” (3:31)
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Voices from the Field: What Can I Do to Close More Deals? (4:25)
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Let's Wrap and Get You Your Certificate (3:37)
