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

Five Minute Refresher – Is This Deal Necessary? How to Know To Say “No” to Bad Offers

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

When you see business leaders announcing a big deal on TV, the chances are excellent that you are witnessing a disaster in the making. In fact, many deals you read about (and do?) may be mistakes. How can this be, Read more


Five Minute Refresher – Being More Effective at Work by Winning a Mandate

by Seth Freeman on May 19, 2014 in Five Minute Refresher | Estimated reading time: 3 minutes

You find you have too much responsibility and not enough authority. What do you do? One solution is to go out and win a mandate. That is, win the authority you need by negotiating for it. ^^ For example, the Read more


I FORESAW IT: A Way to Improve Your Preparations for Negotiating

by Seth Freeman on May 19, 2014 in Five Minute Refresher | Estimated reading time: 10 minutes

By Seth Freeman (c) 1996 Preparation- Jewel in the crown of negotiation. Get this right (and merely doing it is not enough) and your performance in the negotiation dramatically improves. -Gavin Kennedy How do you prepare for a negotiation? A Read more


A Negotiation Phrasebook- 14 Phrases That Let You Be Hard on the Problem, Soft on the Person

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

Imagine you are about to try to negotiate with your supervisor for a budget increase. Or that you are about to confront a car dealer about a noisy transmission, or that you need to convince your companion to postpone your Read more


Better Negotiating At The Movies- 12 Angry Men

by Seth Freeman on May 19, 2014 in Better Negotiating at the Movies | Estimated reading time: 1 minute

Several negotiation instructors use 12 Angry Men as a case study in persuasion. Here’s why…^^ In the film, Henry Fonda stars as the sole juror who wants to acquit a defendant in a capital trial. How can he convince the Read more


5 Minutes Till the Meeting

by Seth Freeman on May 19, 2014 in 5 Minutes Till the Meeting | Estimated reading time: 2 minutes

5 Minutes Till the Meeting is a regular feature of Better Negotiating. Here you’ll get ideas about how you can put your negotiating training to work when you discover you’ve got five minutes to prepare. Here we look at the Read more


Spotting Time Bombs with the WIN LOSE mnemonic

by Seth Freeman on April 26, 2014 in Uncategorized | 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


Help! I Feel So Nervous Going Into A Negotiation! 7 MORE Ideas

by Seth Freeman on April 26, 2014 in Uncategorized | Estimated reading time: 3 minutes

8. Go to the Balcony. But what if you don’t have a teammate? If you don’t (or even if you do), it can be wise to be ready to ‘go to the balcony’ if you feel you’re starting to lose Read more


Help! I Feel So Nervous Going Into A Negotiation!

by Seth Freeman on April 26, 2014 in Uncategorized | Estimated reading time: 4 minutes

Prof Freeman, How can I not feel nervous before a negotiation? I enjoy the practice we get in each class, but I can’t help feeling nervous. Not just in this class, but with any negotiation. Are there tactics or recommendation? Read more


Quick Tips for Negotiating Salary

by Seth Freeman on April 20, 2014 in Skill Building | Estimated reading time: 1 minute

*Overall Guidance. Check out this site for good guidance on salary negotiation. *Salary Surveys. Google the phrase “Riley Guide Salary” to find an ugly site with beautiful lists of links to salary surveys. Some of the surveys are so-so, but Read more


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