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Negotiation Skills


Steve and Paul Garrison negotiate a large contract to provide services to Paul's company. Steve wants to provide a cost effective service based outside Australia but Paul disagrees. Steve acknowledges the concerns but nearly loses the deal when Serena is brought into the equation, and an angry Paul comes back to confront them. Steve finally reassures Paul the Australian deal will proceed.

DVD (Closed Captioned) / 2012 / () / 7 minutes

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With Margaret Neale

~ What is your biggest source of power in any negotiation?
~ How to redraw the boundaries of a negotiation in your favor.
~ How focusing on the upside improves your deal.

It's better to receive the first offer than to give it. Honesty is the best negotiating policy. Don't ever let them see you sweat. Professor Neale cheerfully debunks these common beliefs as she shares the results of empirical research on negotiating strategies and the process of "mutual influence" that drives negotiation. In fact, making the first offer can set the bar high¡Xto your advantage. Being honest about your bottom line can backfire. And emotions can play a powerful role in negotiations.

Before you begin, be clear about your goal. Is it to get as much value out of a deal as possible? To develop a relationship and create value for both parties? Or simply to win¡Xa dangerous goal! In any case, you need to determine three things: your bottom line, your optimistic target, and your alternatives if the deal fails. Try to figure out the same of your negotiating counterpart. The more prepared you are, the more flexibility you have in negotiating strategies. In the end, don't settle for just any deal. Work to get a good deal¡Xor it's no deal.

DVD / 2010 / () / 54 minutes

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With Orvel Ray Wilson

How to Create a Fair Advantage in an Unfair World

You negotiate constantly with almost everyone you meet, for time, for resources, for things you buy and sell. You negotiate with your spouse over which movie to see, and with your teenagers over car keys and curfews. You negotiate with lenders and suppliers, as well as with lawyers. And just because they're nice people doesn't mean they have your best interests at heart. In this content-loaded program, you'll learn how to protect yourself, and gain a fair advantage in any negotiation. Most people have a particular negotiating style, and when you recognize how they operate, you'll know how to counter their tactics, both obvious and subtle. Gain the edge in any negotiating situation when you're armed with these powerful and practical weapons.

DVD / 2009 / () / 100 minutes

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This DVD covers persuading, influencing and negotiating skills comprehensively enough to be used on training courses covering just one of these core skills, or on a more general communication skills course. It will equip any employee with the skills needed to get the best possible result out of any situation, and can be applied inside and outside of the workplace.

Scripted by a subject expert and trainer, this innovative training DVD is comprised of short clips which allow the trainer complete flexibility and control to intervene at any point and jump around to relevant scenes. Scenes demonstrate good practice and bad practice and cover the following areas:

~ introduction
~ persuading
~ influencing
~ negotiating
~ meetings.

DVD (Region 2, With Trainer's Guide) / 2009 / () /

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Businesses need to negotiate more effectively with suppliers, not just on price. Pshchologist Eve Ash reminds us to be factual, clear, fast and persistent and avoid common mistakes. She offers practical tips and five steps to negotiate with new and existing suppliers.

Training Points
~ Step 1 - Establish the Proposed Deal
~ Step 2 - Research the Options
~ Step 3 - Know the Supplier
~ Step 4 - Document the Agreement
~ Learn the Common Mistakes

DVD (Closed Captioned) / 2009 / () / 15 minutes

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Featuring: Steve Steinhilber

~ How to choose your strategy. (Should you build, outsource, or partner?)
~ How to partner and compete at the same time.
~ Proactive and reactive models for partner selection.

Whether to beat stiff competition in your market, grow customer satisfaction, or pare your bottom line, strategic alliances are increasingly vital to your organization's success. Yet as many as two-thirds of new alliances fail to live up to expectations.

Cisco Systems, widely recognized as a global leader in alliance value creation, has developed an effective framework to identify promising new alliances and then structure alliance relationships to optimize their outcome. Mr. Steinhilber explains the many factors that come into play when deciding whether to proceed with a strategic alliance: the investment required, the competitive landscape, market timing, your organization's own product lines and skill set. And once you've decided to strike the deal, Steinhilber describes the formal and informal mechanisms you need to put in place¡Xto persuade your partner to act for mutual benefit, how to overcome the inevitable rough patches in the relationship, and how to ensure your alliances stay focused on what matters. School.

DVD / 2007 / () / 58 minutes

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Successful Deal-Making In Global Business

To prosper in today's increasingly global business environment, you need to understand cultural influences on selling and negotiating. It's up to you to provide the training necessary for success. International Negotiating: Successful Deal-Making in Global Business unveils all the secrets of doing deals effectively with other cultures.

With this international business negotiation training video, you'll get the answers to these essential issues and many more:
~ How to create effective strategies
~ How to decide who should - and shouldn't - be on a negotiating team
~ Why it might be essential to spend a lot of time socializing before negotiating begins
~ What you should - and should not - do during initial discussions
~ Why international deals take more time - and how to keep things moving forward
~ Why bargaining or concessions might result in disaster
~ How to keep "done deals" from coming undone

DVD / 2006 / () / 45 minutes

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Featuring: Peter Quarry With Stephen Kozicki

This program outlines four aspects of the negotiation process, common mistakes, the role of creativity and gender differences.

Stephen Kozicki is the bestselling author of 'The Creative Negotiator' and a leading business educator. He studied Advanced Negotiating Skills at Harvard University, Boston, USA.

Stephen Kozicki is Australia's leading specialist in 'breakthrough business strategies'. Stephen is a highly sought after presenter on a range of business development topics. Areas of specialisation include Negotiating with Style, Strategic Account Management, Effective Presentation Skills and Dealing with Cross-functional Teams.

DVD / 2006 / () / 13 minutes

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Featuring: Patrick Cleary

Program Highlights:
~ Nine rules for getting the best deal.
~ How espionage and empathy get you prepared.
~ How to gain credibility¡Xand the most common way to lose it.

As a former federal mediator, Pat Cleary has been involved with just about every kind of negotiation. In this entertaining presentation, he shares gems of wisdom from his nearly 20 years of hands-on dispute resolution. Pat describes common negotiation mistakes that unnecessarily complicate solutions and can prevent you from getting what you want. He then provides practical, effective methods that you can use to sidestep the pitfalls and stay focused on getting the best deal possible. He explains how to test stakeholder commitment on the issues, what you should always take off the table, and when to recognize that "no" doesn't mean "no," and "final" doesn't mean "final."

DVD / 2006 / () / 46 minutes

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Featuring: Margaret Neale

Program Highlights
~ What NOT to learn from experience.
~ Where your greatest source of power dwells.
~ Why you might knowingly and voluntarily take a bad deal.

Negotiations have two dimensions: the creation of value, and the claiming of that value. Negotiators often focus on the value-claiming side, destroying value-creation opportunities in the process. Professor Neale describes the disastrous outcomes that result when negotiators' antagonism and pride obscure their own best interests. She explains how to focus instead on three critical data points: your reservation price, your aspiration price, and your best alternatives to an agreement. You can get a great deal¡Xor you can walk away. Either way, you win.

Margaret Neale is the Director of the Negotiation and Influence Strategies Executive Program at Stanford. She is known worldwide for her dynamic coaching on both the MBA and executive levels. Dr. Neale is the co-author of three books, including "Negotiating Rationally," and is featured in the award-winning Stanford Video Guide to Negotiating, also available from Kantola Productions.

DVD / 2002 / () / 53 minutes

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By Margaret Neale

Learn how to make the right business deal with this negotation program.

The true-to-life drama in this negotiation program teaches specific skills that can give you the upper hand in any negotiation, while at the same time maintaining a positive working relationship with the other parties.

Learn about:
~ Why "anchors" control the range of negotiation, and how to make them work for you, not against you.
~ Bidding strategies, and the hidden meanings behind bids and offers.
~ When NOT to make the first offer, and how to make the right offer when you do.
~ Escalation of commitment, and when you have to be willing to walk away.

Stanford Graduate Business School Professor Margaret Neale narrates, analyzes, and instructs as you get an inside look at the negotiations that decide the fate of Curry Field and the Sluggers. Will Ted and Billy Curry stop their financial losses? Will Al Griggs get the ballpark he needs to field a winning team? Or will real estate developer Barbara Meyers prove too tough?

DVD / 1999 / () / 59 minutes

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Based on research into effective negotiation techniques, this drama-based programme features a typical negotiation, taking a two-phase approach: preparation and bargaining. It clearly demonstrates how effective preparation and bargaining will give you the required result, leaving both parties feeling that they have got a good deal.

Each phase is broken down into easily managed modules, providing a framework that you can apply to every negotiation. You can also use it to train your staff to take negotiations from the initial planning stages through to a successful win-win outcome.

DVD / 1998 / () / 28 minutes

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Featuring Dawn French, Neil Flynn and Trevor Phillips.

Wherever 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 that they could achieve a mutually beneficial solution.

The programme defines and illustrates the three main stages of a negotiation, using the analogy of the developing relationship between two people. These easy-to-understand and well-demonstrated training points are invaluable for everyone, especially anyone in regular contact with customers and suppliers.

DVD / 1995 / () / 31 minutes

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To give managers the skills of persuasion, vital for running meetings or trying to influence others.

Persuasion is an art that must be learned if the road to agreement is not to be strewn with acrimony or conflict. It's not about being domineering or dismissive, but following a structured approach that accounts for everybody's needs. By listening actively to others, explaining your own feelings, and inviting other ideas and building on them, agreement will follow naturally.

This humorous drama provides a clear, three-stage structure that's memorable and simple to put into practice. It demonstrates a vital skill ¡V especially for managers conducting meetings or negotiations ¡V and will comfortably support existing courses on management and leadership skills.

The key outcomes
~ Learn to express opinions or goals in a way that is sensitive, respectful and ultimately persuasive
~ Run more productive meetings and achieve more successful negotiations

DVD / 1988 / () / 27 minutes

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Let the MUPPET crew give your meetings a boost with their award-winning programs. You'll laugh and you'll love the way the MUPPETS approach every business situation. These short humorous programs can be used to open a meeting, announce breaks, end a meeting or to sparkle up a meeting that might be a little dull¡K not that your meetings are ever dull!

To illustrate that the art of negotiation can turn any argument into a peaceful compromise, Leo tells us that he and Grump will do a bit of role playing. However, the only "role" that Grump wants to sink his teeth into has ham and cheese on it. If you are hungering for a light treatment of this serious subject, you'll be pleasantly pleased with their crazy compromise.

DVD / 1978 / () / 2 minutes

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By Richard Mulvey

Whether you are negotiating a multi-million rand deal or negotiating with your children to keep their room tidy, we all negotiate every day of our lives. The most modern principles for any negations are the same and in this video we look at vital techniques to help you negotiate winning deals every time.

~ For Buyers wanting a better deal
~ For Employers in negotiation with the union
~ For Employees wanting improved conditions
~ For Managers trying to get the job done
~ And for You every day of your life

Whether you are securing a multi-million rand deal or trying to get a salary increase, negotiation is part of our lives and an understanding of the skills involved will go a long way to help you get what you want, when you want it. In this presentation you will learn the art of negotiation and 5 key principles that will guarantee negotiation successes. Richard Mulvey is the author of the highly successful book "62 Ways to Negotiate a Better Deal" and in this work he will give your team practical examples of how the skills work.

DVD / / () / 65 minutes

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Negotiation takes place all the time. It plays a vital role in your everyday business and personal life.

Yet, many people view negotiation as an onerous exercise to be tolerated rather than enjoyed. By viewing the video training program "Negotiation for Business Results" you'll develop the skills necessary to help you become a successful negotiator, and at the same time, learn to enjoy the process along the way.

You'll learn:
~ The fundamental elements of negotiations
~ How to prepare for nearly any kind of negotiation
~ How to outline your negotiating goals
~ How to anticipate what the other side will do and how to react
~ Highly effective negotiation techniques You'll learn to negotiate like a pro!

DVD (With Audio CD, Publication) / / () / 39 minutes

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Negotiations: Solving the Tough Problems will increase not only your comfort level with negotiations but it will also increase your overall effectiveness as a negotiator.

Much has been written about the art and science of negotiation over the years but little has focused on overcoming the tough problems people face during their negotiations. Whatever your industry or product, the concepts in this program, Negotiations: Solving the Tough Problems, will increase not only your comfort level with negotiations but it will also increase your overall effectiveness as a negotiator.

Effective negotiation skills are a rare and very valuable ability to have, learning to overcome the problems most negotiators face will put you a step or two ahead of your competition. Knowing how to handle these sometimes awkward and difficult situations also puts you in a position to build rapport, develop lasting relationships and develop mutual trust with the other party.

By the end of this program, participants will be able to:
~ Identify some of the toughest problems negotiators face.
~ Determine specific steps to overcome even the toughest negotiation problems.
~ Discover the mindset of an effective negotiator.

DVD / / () / 18 minutes

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With Dr George Lucas

Tools & Tactics for Gaining the Edge in Any Situation

This is not the first video that has ever been produced on negotiations, but it is the first one not to take the "one-size fits all" approach. Dr. George Lucas shares with you the four negotiation strategies, when and how to use each one, and exposes the flaws in the most common negotiation tactic of compromise. His guidance will prepare you to capitalize on the 20% of negotiations where you can collaborate, protect you in the 30% that are fully win-lose, and help you move more of the remaining 50% into the win-win optimal category. Whether you're a business professional, sales representative, homemaker or entrepreneur, developing negotiation skills will benefit you in every area of life.

DVD / / () / 100 minutes

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