Strategic Negotiation - What You Will Learn 

with Randy Lowry & Peter Robinson 

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