Negotiation
Myths, Misperceptions and Damned Lies by Margaret Neale
Part of the Series: Stanford Executive Briefings

Kantola Productions
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Winners (Don't) Take All by Margaret Neale
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  • What NOT to learn from experience.
  • Where your greatest source of power dwells.
  • Why you might knowingly and voluntarily take a bad deal.
Negotiations have two dimensions: the creation of value, and the claiming of that value. Negotiators often focus on the value-claiming side, destroying value-creation…
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This true-to-life drama teaches specific skills that can give you the upper hand in any negotiation, while at the same time maintaining a positive working relationship with the other parties. Learn:
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Getting (More of) What You Want - Negotiating Deals Big and Small
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  • Negotiations as collaborative events.
  • Three negotiating tools that are almost never used to their potential.
  • The surprising advantage gained by focusing your counterpart's attention on his or her alternatives.
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Erica Ariel Fox is a lecturer on Law at Harvard Law School and faculty of the internationally acclaimed Program on Negotiation at Harvard Law School (PON). Fox and Goleman detail the negotiation method Fox developed called Beyond Yes, and the most critical techniques for optimal negotiation on any level -…
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