Negotiations are Serial Events

Course Description

Lectures

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   Lecture 1 - Negotiations are Serial Events

   Stan Christensen highlights the fact that negotiations are serial events. He notes that it is important for one to realize this as you would encounter the same people in the future. He illustrates this fact from his experience in Seoul.

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   Lecture 2 - What is Effective Negotiation?

   Stan Christensen throws light on the art of effective negotiation. He defines it as any attempt to persuade or influence a party to do something. He adds a note of humor by illustrating it with a story of one his students.

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   Lecture 3 - Communication and Negotiation

   Stan Christensen believes that communication is a key element in negotiation. He stresses the fact that communication is about convincing the other side that you can hear them and that they are being heard. He illustrates it with anecdotes and his personal experiences in negotiating deals.

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   Lecture 4 - Negotiating Salaries

   Stan Christensen talks about his experience in negotiating salaries and fills the conversation with interesting personal experiences. He believes that developing a best alternative to a negotiated agreement and having a good idea about the objective criteria is key to effective negotiation of salaries.