The Art of Negotiating the Best Deal : The Great Courses: Professional

  • by The Great Courses
  • Narrated by Professor Seth Freeman
  • Series: The Great Courses: Professional
  • 12 hrs and 45 mins
  • Lecture

Publisher's Summary

Negotiation is a big part of life - from buying a car or a house, taking a new job, or working out a serious conflict. Yet it's easy to believe we're usually at a disadvantage - that others are born negotiators, while we are not. Nothing could be further from the truth. Negotiation is a skill that just about everyone can learn to do well.
Presented by a master negotiator, these 24 lectures teach you how to approach all phases of a negotiation and deal with a wide range of problems. Professor Freeman shows you how to negotiate effectively in both competitive and collaborative situations. You learn the art of handling sharp tactics, haggling, psychological traps, and other challenges, while always being "hard on the problem and soft on the person" - which is the key to achieving a mutually beneficial outcome.
The course is organized around a mnemonic device, developed by Professor Freeman, that can serve in any negotiation situation. Called "I FORESAW IT," this indispensable framework guides you in assembling the strongest possible case, showing you how to evaluate such factors as creative options, independent criteria, and your best alternative to a negotiated agreement. Professor Freeman enriches his presentation with scores of fascinating anecdotes and case histories that vividly demonstrate what works and what doesn't when you sit down at the negotiating table.

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Customer Reviews

Most Helpful

Negotiating Through Everyday Live

A person might think this if for business people learning how to manipulate others into buying their product. They would be wrong. Actually this course has benefits for people of all walks of life. Everyone negotiates. We have to. It is part of life. We negotiate our friendships, our marriages, our relationships as employers and as employees. We negotiate our salaries, our mortgages, how much we pay for all sorts of products. And this course is about how to negotiate effectively and fairly. It is good for consumers in that it alerts you to bullish negotiating tactics that strong arm you into buying things you don’t need or paying too much. It also teaches you why it is not best to negotiate in such a way that you get all you possibly could in a deal. It teaches you the dangers of developing a reputation of being greedy, and the benefits of developing a reputation for being generous and fair.
Some of the better things I have learned is thinking through your BATNA, or best alternatives. How to research this and figure out what you can be happy doing without. The importance of third party objective estimates of what a thing is worth, like blue book values when buying or selling a car. Some of the stuff may be things you more or less knew before, but hearing the discussion concerning the phenomena gets you thinking about it in different way, and not only knowing it but understanding it.
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- Bror Erickson

What One Should Have Learned as a Child but Didn't

What made the experience of listening to The Art of Negotiating the Best Deal the most enjoyable?

It confirms that treating people with respect and kindness is still valued. Sometimes it feels as if one is alone when believing in, and practicing, such values.


What other book might you compare The Art of Negotiating the Best Deal to and why?

The Art of War. Many of the same principals apply.


What three words best describe Professor Seth Freeman’s voice?

EngagingExpressiveKind


Was there a moment in the book that particularly moved you?

Unfortunately in a negative way. When discussing confrontation in lecture 24, it struck me - in my "professional" interactions with management over 33 years - how most high tech manager's behaviors are in direct opposition to every one of the points Prof. Freeman makes about appropriate and constructive confrontation.


Any additional comments?

I work with the quantitative aspect of corporate mergers and acquisitions. This lecture series provides context that greatly helps with that work. There are many "well DUH!!" moments until one realizes that these common sense suggestions are frequently, and often violently, violated.

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- Mike T Walterman

Book Details

  • Release Date: 05-02-2014
  • Publisher: The Great Courses