Negotiation- Video Guides

What is negotiation (and how it is different from interpersonal conflict)

Negotiation -4-45 definition and win win

this video, produced in collaboration with the World Bank Institute, uses animation as an innovative learning medium designed to present in an engaging format key communication concepts and principles.

How to negotiate? here are a few classic steps!3 m33 Jack Straw

Negotiating Skills - Understanding BATNA

Influence without authority-Part 1 of 2 of an introductory module on influence and persuasion skills. Improve your influence skills and understanding so that more of your recommendations are accepted.4m 31s

William Ury-In this video, William Ury, co-author of Getting to YES, discusses negotiation tactics for dealing with a counterpart who does not want to cooperate, and handling a negotiation that generates strong emotion or conflict. This video includes excerpts from a session of the Program on Negotiation for Senior Executives, taught by Dr.Ury. 2m 4s

William Ury: The walk from "no" to "yes" 19 minutes

Tactics

This negotiation tactics tutorial defines the two main strategies for negotiation: distribute bargaining and interest-based bargaining.

Push Pull - Articles

Negotiation course: negotiation styles –dual concerns - procurement academy

Thomas Kilman- 3m 50

Thomas Kilman- 4m 48

Negotiation course: difficult questions answered by buyers

ZOPA

10 tips

BATNA- 3 m 45s

Negotiating Skills - Understanding BATNA – 5 mins

Power- French and Raven 3m 37s

Power- Lewicki 11m 7s

Chapter 7 discussion on Negotiation Power based on the text Essentials of Negotiation 5e by Lewicki, Saunders and Barry (2011) from McGraw Hill. Part of a blended graduate studies class LDR 655 for Siena Heights University at Lake Michigan College. Alternating online (videos) with in class presentations (video production tbd).

Communication Theory

  • Video-RBS/Essa Effective Listening Skills – active v passive-4minutes
  • Video-Mindtools -Learn how to listen actively, with James Manktelow & Amy Carlson. – 4m 25s
  • Cartoon model - Communication is a PROCESS, as illustrated in the Communication Model, and explained in this video for Ms. Price's Speech class.
  • Or -AS COMMS & CULTURE: PROCESS MODEL
  • The Communication Process Model Captioned 4m 26 s very good
  • Finch & Fafinski: Legal Skills 3e

Nonverbal communication

Nonverbal Communications. Another critical factor that impacts effective communication is nonverbal behaviour. The ability to accurately read an individual's body language or nonverbal behaviour is critical in negotiations and open communications. Research has shown that approximately 93% of a message is based not on the words but on nonverbal signals such as appearance, body language, eye movement, gestures, tone of voice, and pitch. Does the body language match the spoken word? Is there leakage?

Detailed explanation at:

Body language

General introduction 11m 22s

Can words really account for only 7 percent of the meaning of a spoken message? This short video animation puts 'Mehrabian's rule' under the magnifying glass and shows why it can't be true.

Gestures and Body Language Tutorial

The Orange Quarrel: Beyond Win-Win

Getting to Yes- and the orange 4 m 12s

The Business of English - Episode 12: Negotiating part 1

Cost videos

Standard Costing

Open Book Costing

Break even analysis - videoSmall Business Finance. 4- Breakeven Point..

Break even & contribution–7m 42s

More Advanced-

Break Even Point - easily explained! 5 m40 seconds farm cartoon

Cost calculation course: cost calculation and pricing - Procurement train 1m 16s

Cost management: how is price different from cost- 1m 49s

Cost management course: six cost calculation approaches -

Pricing- 11m Glen McCarthy

Retail Tip: Gross Profit Margin- We're all in business to make a profit. But there's a big difference between a markup and a gross profit percentage—and it could make or break your store.2m 46s

Video Clips Accounting Finance

Small Business Finance. 1- Turnover & Profit..

Small Business Finance. 2- Costs & Business Structure..

Small Business Finance. 3- Types of Costs..

Small Business Finance. 4- Breakeven Point..

Small Business Finance. 5- More Breakeven.

Readings

5 persuasion methods + quiz