Negotiating: Tying the Knot

Whenever two people get together to do a deal, there’s the possibility that at least one will end up feeling cheated, angry or resentful – even though both set out believing they could achieve a solution that would benefit both.

This program plots the course of a negotiation from first meeting to successful conclusion, using the analogy of the developing relationship of two people.

In the case of marriage, the goal is not for either side to win, but to reach a mutually beneficial arrangement. Stage by stage, the main characters negotiate their way to the altar in scenes that illustrate the training points defined by the presenter.

The video beautifully demonstrates the various techniques and body language that can be employed and how emotional behaviour can lead to totally unproductive arguments.

There are also textbook demonstrations of how to deal with threats and ultimatums and how to overcome deadlocks.

Learning Points Include:

• How to establish goals
• Setting priorities and bottom lines
• Knowing which points are subject to negotiation

Available in French.