Production Date: 1991
Based on the international best-seller and featuring Roger Fisher, William Ury and Bruce Patton of the Harvard Negotiation Project. This video workshop demonstrates a pragmatic and systematic approach to implementing interest-based negotiation. Interest-based negotiation creates a powerful strategy for effectively pursuing your interests while simultaneously building long-term relationships.
Featuring top executives, corporate lawyers and professional negotiators, dramatized negotiations based on actual transactions and disputes settled by Conflict Management, Inc., are used to illustrate how to turn an adversarial or confrontational negotiation process into mutual problem solving.
Throughout, Fisher, Ury and Patton coach the parties on effective approaches to take, and provide a running commentary on mistakes that are being made and how to correct them.
Viewers will learn how to differentiate between positions and interests, organize a brainstorming session to generate creative options for mutual gain, use independent standards to reconcile conflicting interests and avoid a contest of wills, disentangle people problems from substantive ones, and knowing the best alternative to a negotiated agreement
