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About
By focusing on Malcolm, a manager representing the company, and Miriam, a supervisor representing the staff, the film demonstrates negotiation strategies and tactics in action, as the two managers attempt to negotiate the logistics of an office move.
The film follows them as they make many of the classic errors. Miriam rushes in with unprepared demands while Malcolm refuses to open any discussion, preferring instead to impose his will in order to `win'. After several meetings all they have succeeded in achieving is a stalemate. At this point Neville, Malcolm's manager steps in who acting as a positive role model guides the pair through the four key phases of negotiation to a successful win-win conclusion.
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- Topics
- Negotiation
- Management Skills
- Video Running Time (minutes)
- 25:00
- Product Type
- Video
- Course ID
- 156
Trainer's Guide
Handouts
- Description
- Trainers Guide
Only preview versions of handouts can be viewed without a license.
