TY  - ADVS
AU  - Gifford,Donald G.
TI  - The inherently distributive aspects of many bargaining interactions
T2  - Negotiations and bargaining : how to get what you want when you interact with others,
PY  - 2011///
CY  - London
PB  - Henry Stewart Talks
KW  - Negotiation
N1  - Animated audio-visual presentation with synchronized narration; Title from title frames; Contents: Value claiming and value creation -- Problem-solving or integrative bargaining -- Distributive or "zero-sum" bargaining contexts -- Reservation point -- Goals and aspirations -- Competitive tactics -- Cooperative tactics -- Objective criteria -- Style contrasted with tactics or strategy -- Informational bargaining -- Nonverbal cues -- Bargaining power -- BATNA -- Preparation -- Home turf -- Initial proposals -- Anchoring -- Responses to initial proposals -- Concessions -- Threats -- Promises -- Arguments -- Limiting concessions -- Consecutive concessions -- Closure -- Deadlines and ultimatums -- Splitting the difference; Access restricted to subscribers
UR  - https://hstalks.com/bm/2125/
UR  - https://hstalks.com/bm/p/606/
ER  -