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Managing the Bargaining and Concession-Making Process, while Mastering Tactics and Deflecting Ploys

Recorded on: Jan. 10, 2017
Running Time: 01:00:25

Full Transcript:

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Taken from the Web Program Basic Negotiation Skills 2017 recorded January, 2017 in San Francisco.

Managing the Bargaining and Concession-Making Process, while Mastering Tactics and Deflecting Ploys [01:00:25]

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 the bargaining process. The panelists will address their strategies, using real scenarios, for giving and making concessions.

You can draw on a number of tactics to improve your presence and importance during a negotiation. Similarly, becoming aware of ploys that other negotiators may attempt allows you to calmly sidestep these distractions. The panelists will discuss the range of tactics and ploys they’ve encountered.

Jamison R. Narbaitz, Jennifer Tomlin Sanchez, Matthew P. Vafidis

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

  • Negotiating with a Better More Experienced Negotiator
    Jamison R. Narbaitz
  • Litigation Negotiation Q&A
    Matthew P. Vafidis

Presentation Material

  • Negotiating with a More Experienced Negotiator
    Jamison R. Narbaitz, Jennifer T. Sanchez, Matthew P. Vafidis
Jamison R Narbaitz ~ Senior Counsel, Clyde & Co. US LLP
Jennifer T Sanchez ~ Partner, Gibson Robb & Lindh LLP
Matthew P Vafidis ~ Partner, Holland & Knight LLP
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