The Art of Negotiation

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Author(s): Stan Christensen
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Date Published: 10/31/2007
Source: Stanford Technology Ventures Program
Stan Christensen is a partner at Arbor Advisors, an investment banking firm where he negotiates on behalf of mid-market technology companies. In this lecture, Christensen builds a framework and illuminates a few of the classical mistakes in negotiation. He defines negotiation as an attempt to persuade or influence a situation. He emphasizes relationship management and problem solving as being fundamental to negotiation. He also alludes to the conceptual framework by illustrating examples from his vast global experience.

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