Stanford Executive Briefings: Negotiation

The Stanford Video Guide to Negotiating

Negotiating is the art of making better deals. Making the right business deal can turn a small venture into a big one, or it can turn a quiet product into a blockbuster. Skill, preparation, and confidence are the keys to negotiating well. This video training program will keep you a step ahead of your negotiating counterparts.

Winners (Don't) Take All

Each of us negotiates…virtually every day. But even with a great deal of experience, very few of us are really skilled in creating value in negotiation settings. Professor Margaret Neale helps you develop step-by-step mechanisms to prepare for negotiations and claim value in organizational and interpersonal disputes.

Influence & Negotiation

Influence is not just for leaders. Call it persuading, negotiating, or convincing – ethical influence is the foundation of powerful business relationships. This 10-DVD set reveals powerful techniques that will put you on the right track. Develop behaviors that are sure to enhance your position of power and influence.

Skills, Techniques, and Strategies for Effective Negotiations

As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. He describes common negotiation mistakes that unnecessarily complicate solutions and can prevent you from getting what you want. He then provides practical, effective methods that you can use to sidestep the pitfalls and stay focused on getting the best deal possible.

Negotiation as Decision Making

Even though everyone negotiates in daily life as well as in business, it is clear that resources are often left "on the table." Contracts and outcomes are not always in the best interests of the negotiator, and there is no real systematic assessment of the quality of the negotiating behavior. Professor Neale identifies systematic ways to increase the quality of negotiated agreements, including methods of preparation and use of rational assumption, bidding, and decision criteria.

The Power of Persuasion

Increase your power and influence with simple, guaranteed methods you'll start using right away. In this dynamic presentation, Robert Cialdini provides fascinating insights on how to be successful in your attempts to persuade all manner of other people. This program is a "must" for managers, marketers, and manipulators of all kinds!

Strategic Alliances

Many factors come into play when deciding whether to proceed with a strategic alliance. As Steve Steinhilber explains, there are formal and informal mechanisms that should be put in place—persuading your partner to act for mutual benefit, overcoming the inevitable rough patches in the relationship, and ensuring your alliances stay focused on what matters.

Structuring Strategic Business Alliances

Strategic alliances and other collaborative inter-firm agreements have become commonplace in today's economy. Companies are moving away from large, control-based structures to more flexible and relationship-oriented partnering. With emphasis on the three phases of the Alliance Life Cycle, Dr. Shavers explores the ingrediants to successful partnerships, focusing on the impact the alliance will have on each partner's bottom line.