Winners (Don't) Take All.

Negotiations have two dimensions: the creation of value, and the claiming of that value. Negotiators often focus on the value-claiming side, destroying value-creation opportunities in the process. Professor Neale describes the disastrous outcomes that result when negotiators' antagonism and pri...

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Bibliographic Details

Corporate Author:	Kanopy (Firm)
Other Authors:	Neale, Margaret Ann (Speaker)
Format:	Video
Language:	English
Published:	[San Francisco, California, USA] : Kanopy Streaming, 2016.
Subjects:	Business communication > Study and teaching. Influence (Psychology) Negotiation in business. Communication in management.
Online Access:	Connect to this streaming video