TY  - ADVS
ED  - Kantola Production
TI  - The Stanford video guide to negotiating: the sluggers come home..., 
SN  - MED0002254(Local)
PY  - 1997///
CY  - California
PB  - Stanford
KW  - Negotiation in business
KW  - Executive ability
N1  - Library internal view only; Presenter, Margaret Neale
N2  - 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
ER  -