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Critical Decisions in Negotiation DVD Bonus Material

By:
 Robert C. Bordone and Tobias C. Berkman   (Published: December 2013)
Product number:
HNMDVD002
Length:
4 hours 10 minutes
Product Type:
Video
English:
DVD
Link to Faculty Page:

Abstract

This product is a bonus video accompaniment to Critical Decisions in Negotiation DVD Set. In Critical Decisions in Negotiation, Harvard Law School Professor Robert C. Bordoneprovides negotiation coaching and instruction in three critical domains: openings and process, dealing with difficult tactics, and active listening and effective assertion. Critical Decisions in Negotiation features four pairs of attorneys and businesspeople negotiating a licensing agreement for a new pharmaceutical drug. Professor Bordone reviews highlights from each of these negotiations, analyzing the strategies employed by the negotiators. Through a series of feedback and coaching sessions, the negotiators reveal the motivations and assumptions underlying their negotiation decisions. Professor Bordone explains in detailed steps how to use these critical decision points to improve negotiation processes and outcomes.

The bonus material includes the full-length unedited negotiations for each of the four pairs of negotiators.  The Critical Decisions in Negotiation suite may be used on its own or in conjunction with the negotiation simulation “Iqbal’s Big Venture,” which serves as the context for the recorded negotiations.

PLEASE NOTE: This product only includes the bonus material. To buy the 3-DVD set featuring commentary from Professor Bordone and reflections from the negotiators, see the Critical Decisions in Negotiation DVD Set, available here at the Case Studies portal.

Learning Goals

To develop an effective opening and a process for a successful negotiation; to deal effectively with the difficult tactics of another party; to employ active listening to effectively move a negotiation forward; to assert interests in an effective and productive manner.

Subjects

Intellectual Property; Openings and Process; Dealing with Difficult Tactics; Active Listening and Effective Assertion

Additional Information

Blog Trailer: Critical Decisions in Negotiation

Crash Course on Flipped Classrooms


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