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The Art of Negotiating the Best Deal | [The Great Courses]

The Art of Negotiating the Best Deal

The course is organized around a mnemonic device, developed by Professor Freeman, that can serve in any negotiation situation. Called "I FORESAW IT," this indispensable framework guides you in assembling the strongest possible case, showing you how to evaluate such factors as creative options, independent criteria, and your best alternative to a negotiated agreement.
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Publisher's Summary

Negotiation is a big part of life - from buying a car or a house, taking a new job, or working out a serious conflict. Yet it's easy to believe we're usually at a disadvantage - that others are born negotiators, while we are not. Nothing could be further from the truth. Negotiation is a skill that just about everyone can learn to do well.

Presented by a master negotiator, these 24 lectures teach you how to approach all phases of a negotiation and deal with a wide range of problems. Professor Freeman shows you how to negotiate effectively in both competitive and collaborative situations. You learn the art of handling sharp tactics, haggling, psychological traps, and other challenges, while always being "hard on the problem and soft on the person" - which is the key to achieving a mutually beneficial outcome.

The course is organized around a mnemonic device, developed by Professor Freeman, that can serve in any negotiation situation. Called "I FORESAW IT," this indispensable framework guides you in assembling the strongest possible case, showing you how to evaluate such factors as creative options, independent criteria, and your best alternative to a negotiated agreement. Professor Freeman enriches his presentation with scores of fascinating anecdotes and case histories that vividly demonstrate what works and what doesn't when you sit down at the negotiating table.

Disclaimer: Please note that this recording may include references to supplemental texts or print references that are not essential to the program and not supplied with your purchase.

©2014 The Great Courses (P)2014 The Teaching Company, LLC

What Members Say

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  •  
    Quaker Philadelphia 05-23-14
    Quaker Philadelphia 05-23-14 Member Since 2012
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    "A master course on negotiation"
    Where does The Art of Negotiating the Best Deal rank among all the audiobooks you’ve listened to so far?

    I love The Great Courses, and this new title has been no exception. I'm a veteran negotiator myself, and studied negotiation many years ago in graduate school, so I wasn't sure if listening to this would add anything new. Of course I should not have underestimated The Great Courses.


    What was one of the most memorable moments of The Art of Negotiating the Best Deal?

    A friend asked me if this course was more for professionals or for personal enrichment. I had to think about it. Could the course be equally valuable for both? The answer is a clear yes. For professionals, Professor Freeman provides detailed strategies and tactics for preparing for and conducting complex negotiations ranging from major business contracts to international peace treaties. And yet... he also takes care to apply all of these principles to the simplest of personal situations, with examples such as shopping for cars or dealing with the desk clerk when you check into a hotel and it's overbooked.


    What about Professor Seth Freeman’s performance did you like?

    Professor Freeman is a natural -- offering the perfect blend of authoritative research and compelling illustrative examples and anecdotes to help make the information both relevant and sticky.


    Was this a book you wanted to listen to all in one sitting?

    This is a long title -- with 24 lessons clocking in at over 12 hours. The listener would be advised to pace yourself so that you can reflect on each of the lessons.


    Any additional comments?

    Like most of The Great Courses, this is the audio version of a title that they sell on video format, with companion guidebooks. However, I did not feel like I was missing anything by listening via Audible.com.

    21 of 24 people found this review helpful
  •  
    R. Lewis San Diego 07-03-14
    R. Lewis San Diego 07-03-14 Member Since 2013

    Exercise Scientist

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    "My wife cried with joy when I used a tactic..."
    What did you love best about The Art of Negotiating the Best Deal?

    I implemented one of the negotiation strategies with my wife one day when she had an issue with my mother. This tends to be a touchy subject in most marriages. I executed Dr. Freeman's advice to a T. We had the discussion (which would have usually lead to an argument with me defending my mother's position) in the morning and went to work. Upon arriving home, she brought be aside and talked to me for 45 minutes with tears in her eyes about how much she appreciated my approach and that I made her feel like the situation had gone away. That said, even if you are not in business, this book is sure to help you in your every day life.

    Dr. Freeman did a great job putting the lecture together and tying everything together with real life scenarios. He is, in my opinion, the perfect mix of academic and professional who has experienced, first hand, negotiation situations in his previous roles as a corporate attorney. In addition, he provided compelling evidence, and as the best professors always do, provoked a critical thought process in the listener. The teaching execution was excellent and it was both insightful and entertaining to listen to!


    What other book might you compare The Art of Negotiating the Best Deal to and why?

    Some of the studies mentioned were also mentioned in "Transformational Leadership" another great course by Dr. Michael Roberto. The two books, however, had different perspectives on the research and were complimentary to each other.


    Which character – as performed by Professor Seth Freeman – was your favorite?

    Dr. Freeman was a great performer.


    Did you have an extreme reaction to this book? Did it make you laugh or cry?

    I implemented one of the negotiation strategies with my wife one day when she had an issue with my mother. This tends to be a touchy subject in most marriages. I executed Dr. Freeman's advice to a T. We had the discussion (which would have usually lead to an argument with me defending my mother's position) in the morning and went to work. Upon arriving home, she brought be aside and talked to me for 45 minutes with tears in her eyes about how much she appreciated my approach and that I made her feel like the situation had gone away. That said, even if you are not in business, this book is sure to help you in your every day life.


    14 of 17 people found this review helpful
  •  
    Yasmeen 11-07-14
    Yasmeen 11-07-14 Member Since 2014
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    "Excellent! My GO-TO negotiating book!"
    Where does The Art of Negotiating the Best Deal rank among all the audiobooks you’ve listened to so far?

    One of the best I have read.


    Any additional comments?

    I love the stories. I love the pointers and advice. This book really helped me negotiate with my future employer and helped me think of how I could do it without wrecking the relationship I have already. The only feedback I have would that it would be nice at the end to summarize everything that was talked about. But besides that, I loved this book. Thank you Seth!

    5 of 7 people found this review helpful
  •  
    HollywoodsHill Los Angeles, CA 12-05-14
    HollywoodsHill Los Angeles, CA 12-05-14 Member Since 2012

    Entertainment marketing professional who enjoys self improvement books on career, personal, and spiritual levels. Also a lover of AFAM lit

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    "Too Broad + Technical Glitches"
    What disappointed you about The Art of Negotiating the Best Deal?

    The points were too broad. Covering multiple types of negotiating made it feel less relevant and interesting. You have to do a lot of outside thinking to be able to apply the points given to your specific needs/interests


    How did the narrator detract from the book?

    The narrator either stuttered frequently, or there's a technical glitch. Either way, it was distracting


    3 of 5 people found this review helpful
  •  
    Honorato Magaloni 09-25-14 Member Since 2009
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    "Very useful"
    If you could sum up The Art of Negotiating the Best Deal in three words, what would they be?

    Very good book with excellent examples and full of tools that can be used immediately


    What was one of the most memorable moments of The Art of Negotiating the Best Deal?

    Putting to use the things learned


    Have you listened to any of Professor Seth Freeman’s other performances before? How does this one compare?

    Never listened to him before.


    Did you have an extreme reaction to this book? Did it make you laugh or cry?

    No, but I found it great.


    Any additional comments?

    No

    3 of 5 people found this review helpful
  •  
    John Skaneateles, NY, United States 06-30-14
    John Skaneateles, NY, United States 06-30-14 Member Since 2012
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    "Didn't find this compelling"

    I only made it partway through this before returning it. I didn't care for the narrator's style. It is delivered like a self help infomercial. The material was so-so. Most rather obvious as in "be soft on the person but hard on the issue". Most people with any amount of life experience intuitively know these things. I was hoping for more specific tactics and situations. Maybe that was to come but I couldn't take the cheesey sales pitch delivery any more.

    10 of 18 people found this review helpful
  •  
    Partha Chicago, IL, United States 12-08-14
    Partha Chicago, IL, United States 12-08-14 Member Since 2013

    Love to read . Love to hear audio books .

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    "A must read for all in Business"
    If you could sum up The Art of Negotiating the Best Deal in three words, what would they be?

    Its a hands on tool


    Who was your favorite character and why?

    Author has an unique story telling ability which i am sure you will enjoy


    Which character – as performed by Professor Seth Freeman – was your favorite?

    Most of them


    Was this a book you wanted to listen to all in one sitting?

    I listened it several times each chapter and wrote down the tips .


    Any additional comments?

    A must read for all who deals with Business negotiation . Excellent book .

    1 of 2 people found this review helpful
  •  
    Alessandro 12-11-14
    Alessandro 12-11-14 Member Since 2014

    46, father of two, son of two continents. A skeptic in Rome. That's me bathing, next time please knock...

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    "Very well done!"
    Any additional comments?

    I went through the course quickly and effortlessly also thanks to Professor Freeman's human touch. I found it to be a very stimulating course and I have started benefiting from it since the next day at my first meeting. Then I found out it surprisingly useful with my partner and with my teenage son. I will go through the course again.
    I recommend these lectures to whoever doesn't live on an island by himself...!

    0 of 2 people found this review helpful
  •  
    Honest Sam 11-30-14
    Honest Sam 11-30-14

    Honest Sam

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    "Great Courses is Using Tracking SpyWare"
    What disappointed you about The Art of Negotiating the Best Deal?

    I own about 400 Great Courses. Recently my anti tracking software found that when you try to read reviews of courses on their webpage my anti tracking software reported that a third party tracking spyware controls your access to other be able to read other customer reviews. Either you allow it to track your tastes or you block it and can not read the reviews. Most customers do not use anti tracking/spyware so they would not know about being the tracked. I also do not know what other info such as my address, email, credit card etc. Great Courses has given this spyware access to, yet alone whether they are sharing it with other third parties. I always believed that GC/Teaching Company was a high class company and would not lower itself to secret spying by third parties. How much money or low cost services are they getting from the spyware company. Oh sure, they will claim that it's to make my/your shopping experience better...Bull! If so why is it secret or why is there no optout option.

    Looks like the Great Courses is also lowering its standards in its course selection. Call me a snob but I do not consider a course in Mediteranian Cooking, home gardening or photography Great Courses on an intillectual level of their courses up to ayear or two ago. They may be interesting, and even I might want to learn more, but they are pop culture or trading school material but not Great Courses as the name and past history implies. I suggested to them that they spin of another company and say call it Learn a Hobby or Knowledge for the Masses. A spin off would be less likely to suck monetary and human resources from the mission of presenting high leverl college and graduate level really GreatCourses.

    Back to the spyware tracking issue. I am sick and tired of spyware that invades my privacy without leaving to me the customer the right to know that it is happening or how the collected info is used. I know that many people have given up caring or believing that they have anything to do about it. They can! The Senate and the Federal Trade Commission are planning regulations similar to what th EU has. Turn yourself into being a regular pain in the axx... If enoughof us did we hold the key to stop it as we control where we make our purchases and how much we spend where. We need though to be consistant and frequent in our contacts and criticism.

    I hate the idea of having more regulations especially types that are not often not consistantly enforced, however, the business community seems to lack any self control and are brigging it on themselves. So write this company if you give-a-hoot and especially call or write your Senator and the Federal Trade Commision, offen on this subject.

    This course like most great courses is no doubt good or better but unless GC wants to use reviews in the manner that they do now, they will have to share the wealth with me for an honest and detailed review and comments. I prefer that they stop these secretive practices and I will wave my interest in getting paid as I really appreciate other customers opinions and woud be more than willing to contribute my 2¢. Pun intended.


    Any additional comments?

    GC needs many more high class visuals for nearly all of its courses to justify its high upcharge for video formats over audio alone. Audio posts reviews at its s discretion I wonder if it can accept hard criticism from a very good customer and will publish it.

    13 of 41 people found this review helpful
  • Showing: 1-9 of 9 results
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  • Greg
    Ashtead, United Kingdom
    5/15/14
    Overall
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    "Excellent Courses"
    Would you listen to The Art of Negotiating the Best Deal again? Why?

    Yes, it's perfectly in depth and covers all the required aspects of negotiating. Most other, shorter titles, focus on one method, or one context, this course give valuable insights in to many techniques, scenarios and possible uses.


    What did you like best about this story?

    Quality of the material - it's pitched at a great, aproachable level for me.


    Which scene did you most enjoy?

    Honestly, all of it. I probably took away a lesson / learning from each section.


    Was there a moment in the book that particularly moved you?

    hmmmm, I gained some insights as to how my 2 year old is winning more battles than I'd like.


    Any additional comments?

    Listening to it if you're interested in negotiating. Once you listen to it you'll be glad you did.

    2 of 2 people found this review helpful
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