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SKILLS, TECHNIQUES & STRATEGIES FOR EFFECTIVE NEGOTIATION (A STANFORD EXECUTIVE BRIEFING WITH PAT CLEARY)
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Skills, Techniques & Strategies for Effective Negotiation (A Stanford Executive Briefing with Pat Cleary)
Expert: Cleary, Pat

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As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation, he shares gems of wisdom from his nearly 20 years of hands-on dispute resolution.  Pat describes common negotiation mistakes that unnecessarily complicate solutions and can prevent you from getting what you want.  He then provides practical, effective methods that you can use to sidestep the pitfalls and stay focused on getting the best deal possible.  He explains how to test stakeholder commitment on the issues, what you should always take off the table, and when to recognise that "no" doesn't mean "no," and "final" doesn't mean "final."

Program Highlights inlcude:

  • Nine rules for getting the best deal.
  • How espionage and empathy get you prepared.
  • How to gain credibility-and the most common way to lose it.

Pat Cleary is the author of The Negotiation Handbook and former Chairman of the National Mediation Board.  He is currently Senior Vice President of the National Association of Manufacturers, the largest industrial trade association in the United States, with 14,000 companies and their subsidiaries as members, representing 18 million workers.

ABOUT THIS SERIES:

Filmed on the Stanford University campus, these lectures bring to you some of the best and brightest minds of our era.

Every month great minds come to Stanford campus to speak at the Stanford Executive Briefings breakfasts. If you were not one of the fortunate few to attend these presentations, you can still benefit from the knowledge shared by owning your own copy of the lecture.

Use these programmes to enhance your own understanding of business issues, and share them with your staff to stimulate and motivate your team.

PROGRAM INFORMATION

DVD 5-day Sale or Return basis
46 minutes
Lecture Style


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