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The Art of Negotiating the Best Deal

Sprecher: Seth Freeman
Spieldauer: 12 Std. und 46 Min.
4.5 out of 5 stars (17 Bewertungen)

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Inhaltsangabe

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.

©2014 The Great Courses (P)2014 The Teaching Company, LLC

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  • Gesamt
    4 out of 5 stars
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Anecdotal

It is too much kind of a business school format. "Believe me, I am your professor. As such, I *must* know the truth. And, btw, I am very, very, very experienced." Since I own some two dozens of this series, I expected a sound and thorough scientific approach (as seen in all other books so far). That was the main reason for buying it, since I had gone through this stuff already in a very similar way, and thought this time decent studies and research will be presented. Well, a couple of books (honestly I can't make a judgement on those, but most seem descriptive only and as such maybe suffer from hindsight bias) but very, very few studies. I am missing A-journals to be quoted, or at least psychological studies (and research in related fields).


If you are after a good introduction into this topic and don't mind story telling, go for it.
If you are looking for a thorough scientific approach or myth busting, well, you will be disappointed (may be an intrinsic problem for this discipline).

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  • Geschichte
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It's a "nice to have"

Indeed it has given me some new ideas and some explanation - why do we do what we do. Really new insights are rare - if you don't expect too much, it's a good pastime.