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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.
©2014 The Great Courses (P)2014 The Teaching Company, LLC
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Customer Reviews

Most Helpful

By Bror Erickson on 01-12-15

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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20 of 20 people found this review helpful


By Mike T Walterman on 05-08-15

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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14 of 14 people found this review helpful

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Customer Reviews

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By Greg on 05-15-14

Excellent Courses

Would you listen to The Art of Negotiating the Best Deal again? Why?

Yes, it's perfectly in depth and covers all the required aspects of negotiating. Most other, shorter titles, focus on one method, or one context, this course give valuable insights in to many techniques, scenarios and possible uses.

What did you like best about this story?

Quality of the material - it's pitched at a great, aproachable level for me.

Which scene did you most enjoy?

Honestly, all of it. I probably took away a lesson / learning from each section.

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

hmmmm, I gained some insights as to how my 2 year old is winning more battles than I'd like.

Any additional comments?

Listening to it if you're interested in negotiating. Once you listen to it you'll be glad you did.

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4 of 4 people found this review helpful


By Mr J Phan on 08-31-16

Helped me improve

If you could sum up The Art of Negotiating the Best Deal in three words, what would they be?

This was a useful book, it gave me a hand full of techniques and new views. As a result I recommend the book.

What was one of the most memorable moments of The Art of Negotiating the Best Deal?

Detailed example of why someone would be aggressive in rejecting a deal.

Did the narration match the pace of the story?

was okay

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

none

Any additional comments?

I feel that the book by Mark Goulston, "Just listen" would be far better than this book. IT's scientific explanation and breakdown of why people react the way they do and linking it to the 3 parts of the brain and how they touch the primal, emotional and logical sections taught me more about negotiation than this book. The core thing I took away from this book was how to think about win win situations. Getting to the core of the objective of different people.

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2 of 2 people found this review helpful

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Customer Reviews

Most Helpful

By Edward on 10-28-15

Excellent content and delivery

Excellent content and delivery once again from the Teaching Company. This is one of my new favourites from them.
Prof. Freeman is easy to listen to. He speaks with authority and clarity and uses examples and stories to keep your attention and illustrate ideas. The content is interesting, easy to follow and (most of all) practical.
I will certainly be listening to this more than once.
Thank you Professor Freeman, the Great Courses and audible.

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2 of 2 people found this review helpful

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