The Stanford Video Guide to Negotiating

Negotiate Better Deals and Enjoy the Process More.

Negotiating is the art of making better deals. Making the right deal can turn a small venture into a big one, or it can turn a quiet product into a blockbuster. Skill, preparation, and confidence are the keys to negotiating well. The Stanford Video Guide to Negotiating will keep you a step ahead of your negotiating counterparts.

Learn about:

• Anchors - Learn how to control the range of negotiations and make it work for you, not against you.


• Framing - Understand why the words you choose can be just as important as the positions you take.


• The myth of the fixed-pie - Know when being too tough can cost you money.


• Escalation of commitment - Know when and why you have to be willing to walk away.


• First offers - Learn both when not to make the first offer and how to make the right offer when you do.


• Bidding strategies - Identify the hidden messages behind bids and offers.


• Post-settlement settlements - Learn how you can adjust good agreements and make them great ones.


• Uncertainty - Learn why understanding risks can smooth your path to agreement.


• Flinches, nibbles, and red herrings - Learn why they work and how to counteract them.

The Sluggers Come Home...

Stanford Graduate Business School Professor Margaret Neale narrates, analyzes, and instructs, as you get an inside look at the negotiations that decide the fate of Curry Field and the Sluggers. Will Ted and Billy Curry stop their financial losses? Will Al Griggs get the ballpark he needs to field a winning team? Or will real estate developer Barbara Meyers prove too tough? Tune in and see.

Featuring: Dr. Margaret Neale
Professor of Organizational Behavior
Stanford University Graduate School of Business

What's Included:

• Video, 1999
• Study Guide (45 pages)

Extra Study Guides Available $14.95 ea. - KA102SE