Strategic Negotiation
Integrating Negotiation Approaches to Achieve Best Results
with Randy Lowry & Peter Robinson
Join Randy Lowry and Peter Robinson for an informative and entertaining tour through the world of strategic negotiation, including both competitive and collaborative approaches. The end goal is that of assisting you to most capably integrate both negotiation approaches to your and your clients' advantage. Through a combination of refined presentations and interactive dialogue, Peter and Randy assist participants and viewers to understand and strategically manage the tension between our competitive and collaborative instincts. If you really want to understand how to effectively negotiate, this course is for you.
Topics Include:
Negotiation Styles & Dynamics - Decision-making in the Face of Uncertainty
- Managing Mixed Motives: Competition and Cooperation
- Avoiding Exploitation
- Predictable Characteristics of Competitive Bargaining
- Geometry of Distributive Bargaining
- Strategy Regarding Opening Offers
- Capturing the Creativity of Collaborative Bargaining
- Identifying Underlying Interests
- Integrative Bargaining Roadmap
- Three Dimensions of Negotiation Success
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