Videos

The map below shows our collection of videos, grouped by sequence.

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
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