Negotiating dynamically: How you can change the game
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Mara Olekalns
Professor of Management Negotiation is a dynamic process. Even the best prepared negotiators may need to change their game plan once the negotiation starts to unfold. Negotiators need to improvise based on their opponent's approach to the negotiation. Importantly, negotiators need to monitor the unfolding process and intervene to ensure that the negotiation does not escalate into a competitive spiral and stall. Recognising when and how to redirect the negotiation process is a critical skill for negotiators working towards the best possible outcome.
Running time 32:31 minutes
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