Price Negotiations

Europe's best-selling negotiation DVD.

While we all believe in "win-win" agreements, sometimes it just comes down to price. And in this type of negotiation, you have to be on your toes, or you won't get the best possible deal for your side. In this entertaining negotiation DVD, structured much like a case study in any top MBA program, Harvard PhD Ingemar Dierickx reveals essential elements of his expertise in game theory as it applies to negotiation analysis.

This negotiation DVD has a European flair: prices are quoted in francs, land is measured in meters, and there's a bottle of wine on the negotiator's table. But while the level of scholarship in this program remains unsurpassed, you'll see complex negotiations broken down into simple terms. You'll enjoy entertaining dramatic vignettes that teach you how to follow the steps of the "negotiation dance."

Topics include:

When do we deal with a pure price negotiation?
Probing valuation and information differences, or why the argumentative approach doesn't work.
The rational and the emotional approach.
Common mistakes and how to avoid them.
Negotiating with ourselves.
Locking in the outcome: focal points, commitment tactics.

Your purchase of this DVD or set of two VHS tapes includes a study guide.

Guarantee: Viewers will learn a wealth of information about the distributive dimension of negotiating.

Production Information
Formats DVD/VHS Duration: 83 Minutes

KeyWords: Business Skills