Negotiation Techniques: Cultural Framework and Salary Negotiation

This lecture covers negotiation techniques, starting with an exercise on cultural framework themes such as control, harmony, and relationships. It then delves into the Big Pipeline negotiation de-brief, where students analyze a negotiation scenario involving job allocation. The lecture also explores the importance of setting aspirations high, using objective criteria, and understanding the Zone of Possible Agreement. Additionally, it addresses psychological blocks to effective negotiating and concludes with insights on salary negotiation strategies and the final exam format.