The inherently distributive aspects of many bargaining interactions [electronic resource] / Donald G. Gifford.
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FilmSeries: Henry Stewart talksBusiness & management collection. Negotiations and bargaining: Publisher: London : Henry Stewart Talks, 2011Description: 1 online resource (1 streaming video file (33 min.) : color, sound)Subject(s): NegotiationOnline resources: Click here to access online | Series 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.
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Mode of access: World Wide Web.