SAGE - Student Study Site for Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions

Chapter Resources

Chapter 1 The Nature of Negotiation: What It is and Why It Matters

Chapter Quiz
Flashcards
Video Links
- Video 1.1 Negotiation Skills
  This video describes win-win negotiations. Sean McArdle offers a few helpful tips on how to set up a negotiation so both sides win.
- Video 1.2 Mixed Motive Negotiations
  This video describes mixed-motive negotiations. Mixed-motive negotiations are negotiations that adopt more than one strategy.

Chapter 2 Preparation: Building the Foundation for Negotiating

Chapter 3 Distributive Bargaining: A Strategy for Claiming Value

Chapter Quiz
Flashcards
Video Links
- Video 3.1 Dirty Tricks
  In this clip, Greg Moore covers the "dirty tricks" that negotiators try to use and how to counteract them.
- Video 3.2 Nibbled
  In this clip, Bob Gibson talks about how to recognize you're being nibbled, and how to handle it.

Chapter 4 Integrative Negotiation: A Strategy for Creating Value

Chapter Quiz
Flashcards
Video Links
- Video 4.1 Value Creating Model
  McCombs Professor of Management Janet Dukerich explains how both parties can benefit from integrative, or value creating model of negotiation
- Video 4.2 Micro Expressions
  This video highlights how to detect anger in a negotiation, by using micro expressions. In particular, it delves into the signs that should be observed to identify the genuiness of anger in a negotiation.

Chapter 5 Closing Deals: Persuading the Other Party to Say Yes

Chapter Quiz
Flashcards
Video Links
- Video 5.1 Closing Techniques
  This animated movie explains successful closing techniques. Oftentimes, mastering and applying the right selling technique is needed to close the deal.
- Video 5.2 Compromise
  In this video, you will discover why it is that the way you compromise impacts the flow and outcome of a negotiation, new ways to compromise that will give you an additional advantage when negotiating, and what is meant by an "implied compromise".

Chapter 6 Communication: The Heart of All Negotiations

Chapter Quiz
Flashcards
Video Links
- Video 6.1 Offers and Counteroffers
  In this video, Jeanette Nyden discusses the negotiation process of offers and counteroffers.
- Video 6.2 Body Language
  This video gives insight into how leakage occurs through one's body language during a negotiation, how to prevent information leakage, and how to detect and benefit from the other negotiator's information leakage.

Chapter 7 Decision Making: Are We Truly Rational?

Chapter Quiz
Flashcards
Video Links
- Video 7.1 Endowment Effect
  This video is an example of the endowment effect. The customer on the left is willing to give up a dollar but not his Double Stacker. This seems irrational as the Double Stacker only has a market value of one dollar. The endowment effect stats that the possessor of a good over-values the good.
- Video 7.2 Fundamental Attribution Error
  This video describes the fundamental attribution error (FAE) and how this concept applies to businesses.

Chapter 8 Power & Influence: Changing Others’ Attitudes and Behaviors

Chapter Quiz
Flashcards
Video Links
- Video 8.1 Power Techniques
  In this video, Sean McArdle discusses eight power techniques that are often used in negotiations.
- Video 8.2 The Contrast Principle
  This webinar discusses The Contrast Principle and how you can use this concept to make products look great

Chapter 9 Ethics: Right and Wrong Do Exist When You Negotiate

Chapter Quiz
Flashcards
Video Links
- Video 9.1 Ethics in Negotiations
  In this video, Horacio Falcoa discusses the importance of ethics and negotiations.
- Video 9.2 Utilitarianism
  In this video, a professor from Widener University discusses the essential points of utilitarianism as well as its strengths and weaknesses.

Chapter 10 Multiparty Negotiations: Managing the Additional Complexity

Chapter Quiz
Flashcards
Video Links
- Video 10.1 Six Thinking Hats
  This animated movie explains each of the six thinking hats.
- Video 10.2 Concept of Negotiauctions
  In this video, Guhan Subramanian of Harvard Business School discusses the concept of negotiauctions.

Chapter 11 Individual Differences

Chapter Quiz
Flashcards
Video Links
- Video 11.1 Meyer-Briggs Types
  This video discusses the four facets of personality according to the Myers-Briggs Type Inventory
- Video 11.2 Emotional Intelligence
  In this video, Daniel Goleman, author and psychologist, explains his theories of emotional intelligence.

Chapter 12 International Negotiations: Managing Culture and Other Complexities

Chapter Quiz
Flashcards
Video Links
- Video 12.1 International Negotiation
  This video discusses the new rules of international negotiation. Catherine Lee discusses her experience with international negotiations.
- Video 12.2 Cross-Cultural Negotiations
  In this video, professor Horacio Falcoa discusses cross-cultural negotiations taking into account factors such as the educational or religious background of the person sitting across the table.

Chapter 13 Difficult Negotiations: Managing Others Who Play Dirty and Saying No To Those Who Play Nice

Chapter Quiz
Flashcards
Video Links
- Video 13.1 Difficult Negotiations
  Rich Grof, performance business and sales coach reveals what you can expect and how to handle difficult negotiations.
- Video 13.2 Emotions
  This video offers tips on how to appropriately handle emotions during negotiations

Chapter 14 Third-Party Intervention: Recourse When Negotiations Sputter or Fail?

Chapter Quiz
Flashcards
Video Links
- Video 14.1 Mediation
  Jerry Slusky, a mediation lawyer, explains how he guides parties to solve their own problems.
- Video 14.2 Arbitration
  Attorney Paul Meissner discusses the arbitration process.