From Congress to the NFL and NBA, negotiation has been in the news these days.
Bargaining with the Devil: Strategies and Techniques for Negotiating with Tough Opponents
From Congress to the NFL and NBA, negotiation has been in the news of late. The issues are vastly different, but these negotiations have one thing in common: the parties view each other with distrust and sometimes dislike. How do you “bargain with the devil”?
Robert Mnookin knows how…and this Harvard Law professor, international negotiating expert and bestselling author will now share his secrets for how you can successfully negotiate with people you don’t trust – or even like.
In this fascinating 75-minute recording, Professor Mnookin discusses techniques and strategies for reaching agreements with disagreeable people – from an unscrupulous colleague to a rogue government to a divorcing spouse. You’ll discover:
Common traps in negotiations … and how to avoid them
Negotiating with your head – not your heart
Can you negotiate with someone you don’t trust?
Mr. Spock’s 5 Negotiation Questions
When NOT to negotiate
BATNA (Best Alternative to a Negotiated Agreement) … how to achieve it … and whether you should
And much more
Professor Mnookin also shares stories of moral quandaries … the role of intuition … and what to do when emotions run high. You’ll walk away with battle-tested tips and techniques for getting not just what you need, but what you want.
What’s the best way to calculate cost vs. benefit? How do you gather advice? Can you avoid psychological traps? Should intuition play a role? The correct answer to any ONE of these questions could have a massive impact on your next negotiation. Bargaining with the Devil covers them ALL.
Pat DiDomenico Editorial Director, Business Management Daily
P.S.Your satisfaction is unconditionally guaranteed. If Bargaining with the Devil fails to meet your needs, we will refund every penny you paid – no hassles, no questions asked.
Hear a free 90-second clip of Bargaining with the Devil from speaker Robert H. Mnookin:
About the Speaker:
Robert H. Mnookin is Samuel Williston Professor of Law at Harvard Law School, and chairs the school’s Program on Negotiation. Professor Mnookin is the author of Bargaining with the Devil: When to Negotiate, When to Fight(Simon and Schuster 2010), co-author of Beyond Winning, and a member of the CPR Institute’s National Panel of Distinguished Neutrals. He has resolved a large number of complex disputes, and has also served as a consultant to a number of governments and international agencies.
Professor Mnookin received his A.B. in Economics from Harvard College in 1964 and his law degree from Harvard Law School in 1968. He is regularly in the news as a noted negotiation expert. He has recently been featured in the New York Times, NPR, PBS's “The NewsHour” and other media outlets worldwide.
Who Should Listen:
Supervisors and managers
This recording is sponsored by: Business Management Daily 7600A Leesburg Pike, West Building, Suite 300 • Falls Church, VA 22043-2004 (800) 543-2055 • Customer@BusinessManagementDaily.com