Negotiation Defined: Creating Value-Based Leverage

Many are intimidated by even the word “negotiation”: they immediately picture an intense, confrontational process where each party is out to wring every possible advantage from the other side. This view of negotiations is misleading: Negotiations are conversations that help two parties find a mutually beneficial solution for each of their problems.

In this video, you’ll learn why negotiation is really the art of finding agreement. Global negotiations veteran Mladen Kresic will introduce you to the concept of value-based negotiations leverage, and why it is a powerful tool for moving conversations to an agreement that leaves both parties better off than when the conversation started.