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Bargaining - Mastering Tactics of Effective Negotiating

Recorded on: Jan. 11, 2018
Running Time: 01:00:05

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Taken from the Web Program Basic Negotiation Skills 2018 Recorded January 2018 in San Francisco

Bargaining - Mastering Tactics of Effective Negotiating [01:00:05]

Bargaining is most effective in a negotiation if other negotiators trust what you are offering and when you know who you are really bargaining with.  Each side may trade items of unequal value, but each side must trade something, otherwise a stalemate occurs.  The panelists will address their strategies, using real scenarios for persuading the other side to shift its position and make a concession.

Jennifer Tomlin Sanchez, Matthew P. Vafidis

The purchase price of this Web Program segment includes the following article from the Course Handbook available online:

  • A Comment on Negotiation Ethics
    Matthew P. Vafidis
  • Successful Bargaining: Trust and Credibility in Negotiation
    Jennifer Tomlin Sanchez
  • Successful Bargaining (PowerPoint slides)
    Jennifer Tomlin Sanchez, Matthew P. Vafidis

Presentation Material
  • Successful Bargaining (PowerPoint slides)
    Jennifer T. Sanchez, Matthew P. Vafidis
(s)
Jennifer T Sanchez ~ Partner, Gibson Robb & Lindh LLP
Matthew P Vafidis ~ Partner, Holland & Knight LLP
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