The Art of Negotiating the Best Deal : The Great Courses: Professional

  • by The Great Courses
  • Narrated by Professor Seth Freeman J.D. The University of Pennsylvania
  • Series: The Great Courses: Professional
  • 12 hrs and 45 mins
  • Lecture

Publisher's Summary

Negotiation is a big part of life - from buying a car or a house, taking a new job, or working out a serious conflict. Yet it's easy to believe we're usually at a disadvantage - that others are born negotiators, while we are not. Nothing could be further from the truth. Negotiation is a skill that just about everyone can learn to do well.
Presented by a master negotiator, these 24 lectures teach you how to approach all phases of a negotiation and deal with a wide range of problems. Professor Freeman shows you how to negotiate effectively in both competitive and collaborative situations. You learn the art of handling sharp tactics, haggling, psychological traps, and other challenges, while always being "hard on the problem and soft on the person" - which is the key to achieving a mutually beneficial outcome.
The course is organized around a mnemonic device, developed by Professor Freeman, that can serve in any negotiation situation. Called "I FORESAW IT," this indispensable framework guides you in assembling the strongest possible case, showing you how to evaluate such factors as creative options, independent criteria, and your best alternative to a negotiated agreement. Professor Freeman enriches his presentation with scores of fascinating anecdotes and case histories that vividly demonstrate what works and what doesn't when you sit down at the negotiating table.
PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your Library section along with the audio.


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Customer Reviews

Most Helpful

Excellent Courses

Would you listen to The Art of Negotiating the Best Deal again? Why?

Yes, it's perfectly in depth and covers all the required aspects of negotiating. Most other, shorter titles, focus on one method, or one context, this course give valuable insights in to many techniques, scenarios and possible uses.

What did you like best about this story?

Quality of the material - it's pitched at a great, aproachable level for me.

Which scene did you most enjoy?

Honestly, all of it. I probably took away a lesson / learning from each section.

Was there a moment in the book that particularly moved you?

hmmmm, I gained some insights as to how my 2 year old is winning more battles than I'd like.

Any additional comments?

Listening to it if you're interested in negotiating. Once you listen to it you'll be glad you did.

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- Greg

Helped me improve

If you could sum up The Art of Negotiating the Best Deal in three words, what would they be?

This was a useful book, it gave me a hand full of techniques and new views. As a result I recommend the book.

What was one of the most memorable moments of The Art of Negotiating the Best Deal?

Detailed example of why someone would be aggressive in rejecting a deal.

Did the narration match the pace of the story?

was okay

Was there a moment in the book that particularly moved you?


Any additional comments?

I feel that the book by Mark Goulston, "Just listen" would be far better than this book. IT's scientific explanation and breakdown of why people react the way they do and linking it to the 3 parts of the brain and how they touch the primal, emotional and logical sections taught me more about negotiation than this book. The core thing I took away from this book was how to think about win win situations. Getting to the core of the objective of different people.

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- Mr J Phan

Book Details

  • Release Date: 02-05-2014
  • Publisher: The Great Courses