| Description |
1 DVD : sound, color ; 4 3/4 in |
| Summary |
"This DVD illustrates frequently used negotiation skills and processes. The first sequence shows common steps used by skilled negotiators who go straight to possible solutions - this is sometimes known as "positional". The second sequence shows common steps used in the same fact pattern by skilled negotiators who defer solutions for a while: and attempt to listen for extra goals and "chips" before beginning to package offers. This is sometimes known as "interest-based" bargaining. Both positional and interest-based baraining are common: each can be conducted in diplomatic or aggressive fashion. Each can be conducted with low or high concern for the goals of the counterpart negotiators. Competent negatiators should try to become skilled and comfortable with BOTH forms: and be able to switch back and forth as is considered to be appropriate."--Container |
| Notes |
Role play adapted from a case mediated in Sydney |
| Credits |
Credits : Produced and Edited, Callum-James Webster; production manager, John Wade |
| Cast |
Libby Taylor, Kathy Atkins, Laurence Boulle, John Wade |
| Notes |
DVD |
| Subject |
Mediation -- Australia.
|
|
Dispute resolution (Law) -- Australia.
|
| Genre/Form |
Video recordings.
|
| Author |
Webster, Callum-James
|
|
Bond University. Dispute Resolution Centre
|
|
