From the program: Basic Negotiation Skills 2013
Recorded on: Jan. 15, 2013
Taken from the Web Program Basic Negotiation Skills 2013 recorded January, 2013 in San Francisco.
Lecture Topics [01:01:40]
Managing the Bargaining and Concession-Making Process [01:01:40]
Bargaining is most effective in a negotiation once you realize the value of what you can trade. Each side may trade items of unequal value, but each side must trade something, otherwise a stalemate occurs. Concessions provide the structure around ...