Speaking, Training and Consulting

Seth Freeman has spoken, trained, coached, and consulted extensively on negotiation and conflict management for major institutions and small groups for over a decade. Read more

The Ready & Able Negotiator

Here is a brief, practical guide to getting ready for any important negotiation using a proven, powerful preparation tool called the ‘I FORESAW IT’ mnemonic. Read more

The Great Courses

Professor Freeman has recorded a 24 session course on The Art of Negotiating the Best Deal for The Great Courses. Read more

Researching The Trust Problem

Professor Freeman has long studied the Trust Problem, which he calls The Most Important Question: “How do I know I can rely on your assurances and that it’s safe to deal with you?” Read more


Blog & Articles

Coping With Sharp Tactics – Part I: “Nibbling”

by Seth Freeman on May 19, 2014 in Skill Building | Estimated reading time: 4 minutes

How can you respond well when a negotiator tries to use ethically questionable, manipulative tactics on you? ‘Sharp bargaining’ tactics are fairly common in negotiations. Most of us dislike negotiating because in part because we don’t want to deal with Read more


Sue or Settle- A Simple, Fun Way to See What Litigation Is Really Like

by Seth Freeman on May 19, 2014 in Skill Building | Estimated reading time: 4 minutes

“See you in court!” Negotiators often think that threatening litigation can help them win concessions from the other side, and sometimes they are right. But what is it really like to litigate? Many years ago I designed a simple card Read more


Good Books And Videos About Political Negotiating

by Seth Freeman on May 19, 2014 in Skill Building | Estimated reading time: 4 minutes

Students occasionally ask me to recommend books and videos on political negotiations. While talks among government officials do have their own special dynamics, they can also offer valuable insights for any student of negotiation. Here is a brief set of Read more


What Does it Take to End a Civil War?

by Seth Freeman on May 19, 2014 in Skill Building | Estimated reading time: 1 minute

What determines the success of efforts to stop a civil war? We have some answers in a fascinating 2001 Stanford-led study of every civil war in the past 20 years.^^ Among the key findings: it’s crucial to have the very Read more


Negotiation of the Month- Saving a Merger, Millions of Dollars, and Several Careers with Skillful Negotiating

by Seth Freeman on May 19, 2014 in Negotiation of the Month | Estimated reading time: 5 minutes

You’re sitting at your desk when your boss calls you in a panic. A new, post-merger policy shift now threatens your division, her career, and yours. What do you do? Can negotiation skills save you? Yes indeed….^^Student Dick Sherman* faced Read more


My Big Gaffe in China

by Seth Freeman on May 19, 2014 in Negotiation of the Month | Estimated reading time: 2 minutes

So, Mister big shot negotiation professor- how well can you negotiate the purchase of a disposable camera at the Great Wall of China? Not very well at all, it turns out. ^^ I was last there in August. It was Read more


Negotiation of the Month- Trucker v. Building Manager: Can Negotiating Skills Work?

by Seth Freeman on May 19, 2014 in Negotiation of the Month | Estimated reading time: 3 minutes

The trucking company insisted on delivering at 6 a.m., making all kinds of noise that woke the neighbors. The building manager was furious. Could key ideas from negotiation training help two tough guys reach agreement? ^^Student Jason Daniels* found out Read more


Keep Your Team Together- Three Stories from War and Crisis

by Seth Freeman on May 19, 2014 in Skill Building | Estimated reading time: 2 minutes

Seasoned negotiators know it’s not enough to talk to the other side; it’s also critical to keep the team unified. Three brief stories from Vietnam, the Cuban Missile Crisis, and the siege at Waco illustrate what can happen if you Read more


How To Win at Office Politics (and Save a Global Network) with 2 Simple Negotiating Tools

by Seth Freeman on May 19, 2014 in Negotiation of the Month | Estimated reading time: 3 minutes

There are times when your job depends on getting colleagues from other departments to agree to do something, and then do it. But what do you do when office politics make them refuse? When they simply don’t care, or don’t Read more


Five Minute Refresher-Spotting Time Bombs with the WIN LOSE mnemonic

by Seth Freeman on May 19, 2014 in Five Minute Refresher | Estimated reading time: 2 minutes

Most deals have at least one Time Bomb- a serious, foreseeable problem that may well arise later. The 1987 RJR Nabisco merger nearly exploded years later because of an obscure clause the buyers overlooked. Founders of new businesses often enter Read more


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