01140ngm a2200205 a 4500001001400000003000700014005001700021008004100038020002200079040000800101245016100109260003400270500003100304511003000335520045900365538003700824650002800861650002200889710002300911vtls000031867KUKTEM20251117113514.0081013t1997    xxu56  f      s01 vleng d  aMED0002254(Local)  aUMP04aThe Stanford video guide to negotiating :h[video recording]:bthe sluggers come home..., /cProduce by Kantola productions; Presented by Dr. Margaret Neale  aCalifornia :bStanford,c1997  aLibrary internal view only0 aPresenter, Margaret Neale  aA 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  aDisc compatible with DVD player. 0aNegotiation in business 0aExecutive ability2 aKantola Production