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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.

©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
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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.

    6 of 7 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.


    2 of 2 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.

    1 of 2 people found this review helpful
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  • Greg
    Ashtead, United Kingdom
    5/15/14
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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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