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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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.
Quality of the material - it's pitched at a great, aproachable level for me.
Honestly, all of it. I probably took away a lesson / learning from each section.
hmmmm, I gained some insights as to how my 2 year old is winning more battles than I'd like.
Listening to it if you're interested in negotiating. Once you listen to it you'll be glad you did.
Helped me improve
This was a useful book, it gave me a hand full of techniques and new views. As a result I recommend the book.
Detailed example of why someone would be aggressive in rejecting a deal.
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.
- Mr J Phan