The Briefing Book sequence
Our Briefing Book summarizes our most important takeaways. In less than 30 minutes, these five videos can change how think about bargaining.
Episodes
Chapter 1
Myths and Realities
Chapter 2
The Five Dramas
Chapter 3
Inside the Package Drama
Chapter 4
Information Strategy
Chapter 5
Your Ongoing Development
The Basics of Bargaining sequence
This video collection addresses basic dynamics in bargaining. We introduce our core framework, the Five Dramas—plotlines in negotiation that effective bargainers prepare for and harness. Episodes explore setting your own priorities and limits, understanding your counterpart, and crafting an information strategy. A great foundation for negotiation newcomers, this sequence also helps experienced dealmakers reflect on their own experience and polish their approach.
Part 1
Highlights
HIGHLIGHT
Understand and leverage the Five Dramas
HIGHLIGHT
Diagnose the issue mix
HIGHLIGHT
Look for smart trades
Episodes
We are all Michael
The Road to Nirvana
The Drama of Dealmaking
The Dealmaker’s Dilemma
Return to Sayulita
Part 2
Highlights
HIGHLIGHT
Define success
HIGHLIGHT
Gauge the other side in advance
HIGHLIGHT
Plan your discovery agenda
HIGHLIGHT
Prepare what you’d reveal and hold back
Episodes
Orient yourself, Part 1
Defining Success
Orient yourself, Part 2
Preferences, Priorities, and Plan B
Understand your counterpart, Part 1
Gearing up for Camp David
Understand your counterpart, Part 2
Stepping into Your Counterpart’s Shoes
Craft an information strategy, Part 1
Preparing to Discover
Craft an information strategy, Part 2
Preparing to Divulge and Describe
More than Hope
Part 3
Highlights
HIGHLIGHT
Set the stage for opening
HIGHLIGHT
Make the right opening move
Episodes
Open Well
Address Interests
The Fixed Pie Playbook sequence
A series of short videos walk through moves to consider as you prepare for, and bargain over, a “fixed pie” negotiation issue, like price. Follow along in The Fixed Pie Playbook workbook to apply these ideas to your own situation.
Episodes
Video 1
Introduction to the Fixed Pie Playbook
Video 2
Preparation, Part 1
Video 3
Preparation, Part 2
Video 4
Preliminary Plays
Video 5
Push and Pull, Part 1
Video 6
Push and Pull, Part 2
Video 7
Push and Pull, Part 3
Video 8
Push and Pull, Part 4
Video 9
Push and Pull, Part 5
Video 10
Larger Principles
Job Negotiations sequence
Negotiable’s guidance on job negotiations revolves around 10 recommended good practices. Our pair of short videos introduce these suggestions. See the Job Negotiations page for details on related materials.
Episodes
Job Negotiations, Part 1
Job Negotiations, Part 2
