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The Stanford video guide to negotiating [videorecording] : the sluggers come home / Kantola Productions, Stanford Video
Alternate Title Sluggers come home [videorecording]
Mill Valley, Calif. : Kantola Productions, c1997
Location Call Number Status
 Videos/2nd Flr  HD58.6 .S725 1997  v.1    AVAILABLE
 Videos/2nd Flr  HD58.6 .S725 1997  v.2    AVAILABLE
Subject(s) Negotiation in business
Executive ability
Physical Description 1 videodisc (ca. 59 min.) : sd., col. ; 4 3/4 in. + 1 study guide (45 p. ; 23 cm.)
Note - System Details DVD
Incomplete Contents [v.1.] DVD -- [v.2.] Study guide
Credits Executive producers, Steve Kantola and Rick Kantola ; director, Timothy St. John ; writers, Rick Kantola, Katherine Williams, Jared Preston, Steve Kantola ; producer, Joe Matulich ; developed in partnership with The Stanford Alumni Association
Performer/Participant Presenter, Margaret Neale
Summary A negotiation between the owners of a baseball stadium and a team owner demonstrates the key principles of rational negotiation, and common tactics and strategies for negotiating profitable agreements. Related issues explained in the study guide include: red herrings, multiple simultaneous offers, negotiating for the long-term, avoidance of give-aways, tit-for-tat strategies, fairness and trust, assessing walk-away points, and tied-hands strategies
Contents Pt. 1. Preparation -- pt. 2. Bargaining -- pt. 3. Settlement
Alternate Author St. John, Timothy
Kantola, Rick
Williams, Katherine
Preston, Jared
Kantola, Steve
Neale, Margaret Ann
Kantola Productions
Stanford Video
Stanford Alumni Association

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