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Negotiation Skills and Tactics

Recorded on: Feb. 27, 2012
Running Time: 01:02:10

Full Transcript:


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Taken from the Web Program Advanced Licensing Agreements 2012 recorded February, 2012 in San Francisco.

Lecture Topics  [01:02:10]

Negotiation Skills and Tactics  [01:02:10]

  • How to prepare for license negotiations
  • How to use psychological tools as part of your negotiation strategy
  • Consensus and bridge building
  • Differences between integrative ("win-win") and positional bargaining, and when to use each
The purchase price of this segment includes the following article from the Course Handbook available online:
  • Licensing Negotiations: Skills and Tactics
    Marcelo Halpern
  • Negotiation Skills and Tactics: A Practical, Real World Approach (PowerPoint Slides)
    Mary J. Hildebrand
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