Via Stanford’s Educators Corner:
“Stan Christensen is a partner at Arbor Advisors, an investment banking firm where he negotiates on behalf of mid-market technology companies. In this lecture, Christensen builds a framework and illuminates a few of the classical mistakes in negotiation. He defines negotiation as an attempt to persuade or influence a situation. He emphasizes relationship management and problem solving as being fundamental to negotiation. He also alludes to the conceptual framework by illustrating examples from his vast global experience.”
Few days ago I replied to a comment on a post I wrote, “The Story Of “XXXXXXXXX”?.COM“, listing some books which helped me tremendously over the years. Some of those books are:
Harvard Business Essentials Guide to Negotiation
Harvard Business Review on Negotiation and Conflict Resolution
Negotiation (Harvard Business Essentials Series)
Negotiate This! (Herb Cohen, highly recommended!)
Secrets of Power Negotiating (Roger Dawson, highly recommended)
You Can Negotiate Anything (Herb Cohen)
Bonus: My friend Chris Hartnett recommendation: Renegotiating with Integrity
You either negotiate consciously or you negotiate unconsciously, but you negotiate. With domains, as in life, negotiation is essential. If you want good deals, deals that many assume are impossible, you better learn the art of negotiation. It will open your eyes to the many subtle signals during conversations, whether it is personal relationships, social interaction, or business.
In this podcast Stan covers some important issues such as timing, skills, tactics, assumptions, persuasion, cultures, problem solving, listening skills, relationships, BATNA, and more.
What are some of the memorable stories you can share? As for me, I shared few before, will share more in the future.
Sahar,
These books on negotiation you mention here are great and I have read all but the Roger Dawson one. Herb Cohen is a great man and just wrote the forward a few months ago to one of the best books I have ever read on the subject of negotiation and “re-negotiation” titled, “Renegotiate with Integrity” by my good friend Marc Freeman
http://www.marcfreeman.us/. I highly recommend both Marc and his book to anyone who is about to spend a great deal of money on anything or to someone who finds themselves in the middle of a major conflict that doesn’t seem to be getting anywhere and is headed to court. Marc saved us over $120 million renegotiating some of our major telecom carrier contracts back in 1999-2001 and these war stories are discussed in detail in the book along with some other great stories. I think your readers would really enjoy this book and I think many of them could benefit from Marc’s wisdom.
Chris
Many negotiations theories of today are inspired by a classic work of a French diplomat François de Callières living at the time of Louis XIV in the 18th century. I would also add to the other extreme that bringing up a family is probably one of the best negotiating schools ever invented
I wanted to thank you for listing my book ‘Renegotiate with Integrity; It’s Not Business, It’s Personal.’ I would very much like to send you a copy. Could you please email me an address of where to send it and you should receive it in a couple of days.
Look forward to hearing from you,
Best,
Marc
—-Answer—-
Hi Marc,
You;re welcome. Chris says it’s a great book so sooner or later, without a doubt, I would have read it. Email is on the way!
Cheers
Sahar