Negotiations & bargaining [electronic resource] : styles & stages / Charles B. Craver.
Material type:
FilmSeries: Henry Stewart talksBusiness & management collection. Negotiations and bargaining: Publisher: London : Henry Stewart Talks, 2011Description: 1 online resource (1 streaming video file (50 min.) : color, sound)Other title: Negotiations and bargaining : styles and stagesSubject(s): Negotiation in business -- Planning | NegotiationOnline resources: Click here to access online | Series Animated audio-visual presentation with synchronized narration.
Title from title frames.
Contents: Personal styles affect bargaining interactions -- Cooperative style -- Competitive style -- Hybrid competitive/cooperative style -- Negotiation stages -- Preparation stage (establishing limits & goals) -- Preliminary stage (establishing rapport with other Side) -- Information stage (value creation) -- Distributive stage (value claiming) -- Closing stage (value solidifying) -- Cooperative stage (value maximizing).
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Mode of access: World Wide Web.