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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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  •  
    Bror Erickson Farmington New Mexico 01-12-15
    Bror Erickson Farmington New Mexico 01-12-15 Member Since 2014

    Your Brother in Christ

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    "Negotiating Through Everyday Live"

    A person might think this if for business people learning how to manipulate others into buying their product. They would be wrong. Actually this course has benefits for people of all walks of life. Everyone negotiates. We have to. It is part of life. We negotiate our friendships, our marriages, our relationships as employers and as employees. We negotiate our salaries, our mortgages, how much we pay for all sorts of products. And this course is about how to negotiate effectively and fairly. It is good for consumers in that it alerts you to bullish negotiating tactics that strong arm you into buying things you don’t need or paying too much. It also teaches you why it is not best to negotiate in such a way that you get all you possibly could in a deal. It teaches you the dangers of developing a reputation of being greedy, and the benefits of developing a reputation for being generous and fair.
    Some of the better things I have learned is thinking through your BATNA, or best alternatives. How to research this and figure out what you can be happy doing without. The importance of third party objective estimates of what a thing is worth, like blue book values when buying or selling a car. Some of the stuff may be things you more or less knew before, but hearing the discussion concerning the phenomena gets you thinking about it in different way, and not only knowing it but understanding it.

    9 of 9 people found this review helpful
  •  
    Quaker Philadelphia 05-23-14
    Quaker Philadelphia 05-23-14 Member Since 2014
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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.

    45 of 51 people found this review helpful
  •  
    Mike T Walterman 05-08-15
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    "What One Should Have Learned as a Child but Didn't"
    What made the experience of listening to The Art of Negotiating the Best Deal the most enjoyable?

    It confirms that treating people with respect and kindness is still valued. Sometimes it feels as if one is alone when believing in, and practicing, such values.


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

    The Art of War. Many of the same principals apply.


    What three words best describe Professor Seth Freeman’s voice?

    EngagingExpressiveKind


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

    Unfortunately in a negative way. When discussing confrontation in lecture 24, it struck me - in my "professional" interactions with management over 33 years - how most high tech manager's behaviors are in direct opposition to every one of the points Prof. Freeman makes about appropriate and constructive confrontation.


    Any additional comments?

    I work with the quantitative aspect of corporate mergers and acquisitions. This lecture series provides context that greatly helps with that work. There are many "well DUH!!" moments until one realizes that these common sense suggestions are frequently, and often violently, violated.

    2 of 2 people found this review helpful
  •  
    John A. Ryan Rome, NY, USA 02-17-15
    John A. Ryan Rome, NY, USA 02-17-15 Member Since 2014

    AJR

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    "Outstanding review, new ideas and insights"

    I have been involved in sales my whole career and have studied negotiation techniques. This course is the best summary I can remember studying.
    Professor Freeman starts with the most basic and continues to more complex tying the ideas together with real life events. The best part is that he points out how true, long view negotiations must be built on honesty and mutual respect. Tricks and lies have no place here.
    Although I am retired and basically am out of sales, I will keep this lesson in my Kindle library for reference for negotiations are a part of everyday life.

    8 of 10 people found this review helpful
  •  
    R. Lewis San Diego 07-03-14
    R. Lewis San Diego 07-03-14 Member Since 2014

    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.


    22 of 31 people found this review helpful
  •  
    James L. Kenny 04-30-15

    Jim

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    "Everything you need to win arguments w/ girlfriend"

    And I negotiated with my neighbor to take down his fence that he built on the edge of my driveway. This audiobook has paid for itself.

    Narrator pauses at awkward times which made me think someone was calling or that someone texted me.

    1 of 1 people found this review helpful
  •  
    John Skaneateles, NY, United States 06-30-14
    John Skaneateles, NY, United States 06-30-14 Member Since 2013
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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.

    21 of 36 people found this review helpful
  •  
    HollywoodsHill Los Angeles, CA 12-05-14
    HollywoodsHill Los Angeles, CA 12-05-14 Member Since 2014

    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


    9 of 16 people found this review helpful
  •  
    Ingo Weigel Los Angeles, CA 05-20-15
    Ingo Weigel Los Angeles, CA 05-20-15 Member Since 2014
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    "bad choice of examples"

    struggled to finish it. While the author makes some great points the choice of most of the examples to back them up are just bad because they aren't true. He loses a lot of his credibility through that which makes it difficult to listen to him.

    0 of 0 people found this review helpful
  •  
    Kenneth Halliwell 05-18-15 Member Since 2015
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    "wow"

    wonderful business and life instruction. highly recommend.i may go back and listen again. thank you.

    0 of 0 people found this review helpful
  • Showing: 1-10 of 47 results PREVIOUS125NEXT
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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.

    3 of 3 people found this review helpful
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