Keith White - Negotiation

Begins with the fundamental theories of negotiation including the difference between creating value, capturing value and changing perceptions as well as BATNAs, trading asymmetries, framing and information sharing. Proceeds to an examination of negotiation actions such as anchoring, bidding and concession patterns. Then moves to more advanced topics such as multi-party negotiations, arbitration models and inter- and intra-party management. Next the human elements are considered including the misinterpretation of information (fundamental attribution error, endowment effect, self-fulfilling impressions, proximity attraction), true believers vs realists and persona strategies. Concludes with a study of tactics for breaking barriers to agreements.

Relevant Audience: Practically everyone.