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Business Training Media Home > Communication Skills > Winners (Don't) Take All: The Difficult Task of Creating and Claiming Value in Negotiation- DVD
Winners (Don't) Take All:

Winners (Don't) Take All:

Each of us negotiates…virtually every day. But even with a great deal of experience, very few of us are really skilled in creating value in negotiation settings. Professor Margaret Neale helps you develop step-by-step mechanisms to prepare for negotiations and claim value in organizational and interpersonal disputes.

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Additional information about: Winners (Don't) Take All:

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 opportunities in the process. Professor Neale describes the disastrous outcomes that result when negotiators' antagonism and pride obscure their own best interests. She explains how to focus instead on three critical data points: your reservation price, your aspiration price, and your best alternatives to an agreement. You can get a great deal—or you can walk away. Either way, you win.

Program Highlights:

  • What NOT to learn from experience.
  • Where your greatest source of power dwells.
  • Why you might knowingly and voluntarily take a bad deal.

Duration: 53 Minutes (2002)

Free Preview of: Winners (Don't) Take All: The Difficult Task of Creating and Claiming Value in Negotiation- DVD