Fax Signatory Negotiation with airSlate SignNow

Fax signatory negotiation

your lecturer is professor Seth Freeman professor freeman is an adjunct professor at New York University Stern School of Business and at Columbia University he holds a BA in economics from Cornell University and a JD from the University of Pennsylvania professor freeman has taught negotiation around the world and routinely trains business executives engineers law students and United Nations diplomats his insights on negotiation have been featured on Bloomberg TV and in the New York Times The Washington Post USA Today and other major media outlets he is the author of the ready and able negotiator hi I'd like to tell you a brief story a few years before he took my negotiation course a student mine who all calls Steve bought a car together with a warranty against rust if the car rusted they'd fix it for him at no charge for years later while he was taking my course Steve noticed that the car had rusted so he took it back to the dealer and said hi here's my car you can see the rust so would you please fix it for me but to his surprise the dealer said I'm sorry kid but we can't help you why not here's the paperwork there's your signature no no no no kid you don't understand we didn't sell you this policy a third-party warranty company did and unfortunately they've gone bankrupt we wish we can help you but of course it's not our responsibility so by now whenever you're in a conflict like Steve was you have an autonomic reaction the adrenaline Rises and with it comes the fight-or-flight response you either want to yell and hit someone or you want to go and run and hide under a bridge somewhere but from his training Steve knew that there was a third choice negotiate and he also knew he wasn't ready to solve the problem because as we will see one of the keys to excellent negotiation is excellent preparation so Steve practiced one of the most important and simple ideas a negotiator relies on Steve got out of there that is he left or as we say he went to the balcony doing that permitted him to do a number of preparation tasks including research which included calling a friend of his Bob a bankruptcy attorney Steve explained the problem an ass Bob to learn about the warranty company couple of days later Bob called Steve back and said you know I learned something interesting about the warranty company it's owned by the car dealer so Steve returns to the dealer and he said you should have seen the look on the dealer's face when I walked in total contempt total disdain look said the dealer I thought I was clear we can't help you to which Steve calmly replied I understand and please correct me if I'm wrong that your firm owns the bankrupt warranty company is that true tacit implication either you work with me fairly now or you'll hear from the Attorney General of this state of New York in response the car dealer looked away went red in the face started speaking quickly and changed the subject all of which signaled a Steve that something dramatic had just shifted and within a few minutes Steve left that dealership with a check for the full amount he needed to properly repair the car a just and fair result achieved calmly when others would have been shouting and effectively running away now Steve would probably be the first to tell you that his success did not come naturally he was not a born negotiator but boy how well he learned and that's why I wanted to share his story with you as we begin our course on negotiation because it illustrates that negotiation is learnable and that it actually depends in part on things you already do well like learning things and that like Steve you can be much more effective than you may first think in the process negotiation training can help you achieve justice peace and prosperity and do it in respectful principled ways these are some of the reasons why I am so passionate about the subject which I've had the pleasure of teaching for 20 years another is because I'm like Steve I'm not a natural negotiator either I teach what I want to learn and I want to learn how to turn in passes into satisfying agreements how to deal well with conflicts and do it wisely how to be an effective advocate for justice how to collaborate when everyone thinks it's impossible even at times how to make peace and so I want to warmly welcome you especially if you don't enjoy negotiating secret most of us don't initially and I can prove it it turns out that the word itself negotiate comes from the Latin root neg which means not and otium which means leisure that's right for 2,000 years people have said that negotiation is many things but leisure is not one of them so welcome most of us discover that as the etymology implies negotiation simply demand some work as Steve showed work that you definitely can learn to do well but that said I want to share one of my concerns about teaching negotiation it's possible to receive negotiation training in a way that makes you think of people instrumentally as a means to your end so that whenever your significant other says will you dump the garbage your comeback line is well you'd walk the dog that's a good way together to say you know ever since you took that negotiating course it's like there's some string attached why can't you do something for me for a change because you love me and she'll be right to ask so throughout our course I'll be challenging you to take a high view of negotiation to aspire to do more not less than two master simple transacting to not see every interaction as a short-run transaction but to see how you can use your skills in remarkable ways wait till you see I've seen students use their training to talk friends out of killing themselves to save businesses that were collapsing of course I've seen them negotiate many many times for fair and favorable salaries and prices and I've seen them safe families that were falling apart at the grave site convince donors to wisely give more in the middle of recessions to get alienated teams to collaborate well and generally to be effective yet gentle on other people in ways that very often enhance the relationships these are the abilities we want to develop and let me linger briefly on that word develop this is not one of those courses where the professor knows everything and you know nothing the truth is you've been negotiating since shortly after you left the womb and you have a lifetime of experience doing it so part of our challenge here will be to discover many of the things you already are doing well so that you can choose to do them more intentionally and so that much more successfully but also to discover things that may be getting in the way for you so that you can choose not to do them and so be that much more successful but regardless to add to the mix a group of skills principles concepts frameworks and ideas that together can dramatically improve your ability to negotiate wherever you feel you are with it right now in our course we'll spend the first several sessions putting together the elements of the toolkit a framework really that will bring together in session 14 with that framework in place we'll be able to explore a wide range of important advanced topics in later sessions and so will answer a host of big questions what does it take to be an excellent negotiator what you just strive for how do you cope when you're emotional what if you feel weak and the other person seems like Godzilla can you really negotiate with irrational people should you make the first offer can you negotiate when Trust is low can you negotiate with people from other countries with children and how does an understanding of negotiation help you to be more effective as a leader friend spouse consumer family member colleagues citizen student of history and more you