Negotiation as decision making
Subtitle: getting (more of) what we want
By: Margaret Neale [lecturer] ; a production of the Stanford Video Media Group ; producer, Paul Marca
Contributors: Stanford Video Media Group; Kantola Productions
Series: Stanford executive briefings; Stanford executive briefings (Unnumbered); LED 605 (NU course)
Publisher: Stanford Video; Kantola Productions [distributor]
Published: 1997
Place of publication: [Stanford, Calif.]; Mill Valley, CA
Language: eng
Format: [videorecording] :
Number of pages: 51
Subjects: Negotiation in business; Decision making
Other titles: Getting more of what we want; Executive briefings ; strategies for the competitive edge
Description: Professor Neale identifies systematic ways to increase the quality of negotiated agreements. She explains how to prepare for negotiation, make rational, intelligent assumptions, and take short cuts. She shows how to recognize when an agreement is not in your best interest, and walk away from it. The results are bigger deals that are better for everyone involved.
Notes: Executive producer, Catherine O'Brien; production assistant, Karen Heywood.

Recorded at the World Trade Club, San Francisco on Feb. 6, 1997.

VHS.