rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Negotiation
    sub title: myths, misperceptions and damned lies
  name:
    name part: Neale, Margaret Ann
    role:
      role term: speaker.
  name:
    name part: Kanopy (Firm)
  type of resource: moving image
  genre: videorecording
  genre: Internet videos.
  genre: Nonfiction films.
  origin info:
    place:
      place term: cau
    date issued: 2014
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: remote
    extent: 1 online resource (1 video file, approximately 53 min., 49 sec.) : digital, .flv file, sound
  abstract: Program highlights What is your biggest source of power in any negotiation? How to redraw the boundaries of a negotiation in your favour? How focusing on the upside improves your deal. It's better to receive the first offer than to give it. Honesty is the best negotiating policy. Don't ever let them see you sweat. Professor Neale convincingly debunks these common beliefs as she shares the results of empirical research on negotiating strategies and the process of "mutual influence" that drives negotiation. In fact, making the first offer can set the bar high to your advantage. Being honest about your bottom line can backfire. And emotions can play a powerful role in negotiations. Before you begin, be clear about your goal. Is it to get as much value out of a deal as possible? To develop a relationship and create value for both parties? Or simply to win a dangerous goal! In any case, you need to determine three things: your bottom line, your optimistic target, and your alternatives if the deal fails. Try to figure out the same of your negotiating counterpart. The more prepared you are, the more flexibility you have in negotiating strategies. In the end, don't settle for just any deal. Work to get a good deal or it's no deal. Margaret A. Neale is the director of the Influence and Negotiation Strategies Executive Program at Stanford and the coauthor of three books, including Organizational Behavior: A Management Challenge. She received her bachelor's degree from Northeast Louisiana University, her master's degrees from the Medical College of Virginia and Virginia Commonwealth University and her PhD in Business Administration from the University of Texas.
  note: Title from title frames.
  note: Originally produced by Kantola Productions in 2010.
  note: Mode of access: World Wide Web.
  subject:
    topic: Negotiation in business
    topic: Study and teaching
  subject:
    topic: Honesty
  subject:
    topic: Strategy
  identifier: 1050208 Kanopy
  identifier: http://proxy.library.tamu.edu/login
  record info:
    record content source: UtOrBLW
    record creation date: 140717
    record change date: 20260324182121.0
    record identifier: in00003585506
    language of cataloging:
      language term: eng