The Stanford Video Guide to Negotiating

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. Includes free study guide and extra study guides are available for purchase.