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Articles

Our articles are popular amongst researchers, students and business negotiators. To take your negotiation skills to the next level, enrol in our negotiation training.

Improving your negotiating skills - tips learned in the trenches
Top 5 Negotiation Skills Tips

by - David Wachtel

At the beginning of our negotiation skills training sessions, we ask students what makes them feel uncomfortable about negotiating. Their answers generally include: "I am afraid I won't get the best deal." "I don't enjoy working with
Salary Negotiation Tips for College Students
Salary Negotiation Training Tips for College Students

by - Calum Coburn

Occasionally, college graduates are lucky enough to have their employer pay for their spot on one of our negotiation training courses. How well do college graduates perform? College students almost always get the lowest scores using
Sales Questions to get to the Decision Maker
Sales Negotiation Questions to Get to the Decision Maker

by - Calum Coburn

We coach our clients to ask for the decision makers - especially in our Sales Negotiation Training and our Advanced Negotiation Training courses. Too many people ask ineffective questions like, "Do you make the decisions?" or "Are you
9 Steps to Preparation Success
Wing your Tough Negotiation? 9 Steps to Preparation Success

by - Erich Rifenburgh

Have you ever left a negotiation feeling battered and bruised like you never had a chance from the word go? Too often I've seen smart yet unprepared sales professionals torn apart in a negotiation. Admittedly, I suffered similarly early
Negotiation Types
Negotiation Types

Like it or not, everybody is a negotiator. We use negotiation techniques almost every day. We negotiated when we were kids trading sports cards or toys. We still do it today when we negotiate with the boss for a salary raise, or to buy bigger
BATNA Explained

"Don't put all your eggs in one basket," is an old saying which has stood the test of time. To a negotiator, this wise old proverb illustrates that if you only negotiate with one counterparty, you may end up with a rotten deal, or with no deal at
Salary Negotiation: 32 Job Pay Tips

by - Calum Coburn

You're good at what you do, maybe you're an ace. So you're being paid what you're worth, right? See how many of the 32 Salary Negotiation Tips you're using. Why are sales professionals still rewarded with the biggest pay packets? Are sales
top 10 interview questions and answers
Top 10 Interview Questions and Answers

by - Phil Baker

Ever clenched your jaw at a tough interview question? If not, its only a matter of time until you do, or you're working for daddy. I used to hate job interviews, and I confess that I usually wasn't invited back for a second interview. I got so
The Four Phases of The Negotiation Process

'Let us never negotiate out of fear. But let us never fear to negotiate.' John F. Kennedy If you sit down and analyse your negotiation preparation,certain patterns should begin to appear. It's like putting a jigsaw puzzle together.
Negotiation styles diagram
Negotiation Styles

by - Calum Coburn

Negotiation Styles Understanding the Five Negotiation Styles People often ask "which is the best negotiation style?" As with much management theory there is no single 'best' or 'right' approach. All five profiles of dealing with
Crossed Finger - Do You Know When They’re Lying
Do You Know When They're Lying?

by - Kevin Sawyer

Is lying just a part of negotiation? Recent studies about lying revealed that complete strangers lie to one another at least three times within the first couple of minutes of meeting one another. Additional research declares that you
RFQ
What's the Difference Between Contract RFT RFQ RFP RFI?

by - Suki Mhay & Calum Coburn

Contract negotiation training graduates and newsletter readers have asked that we demystify the meaning behind each of the following procurement terms: RFI, RFQ, RFT and RFP. These processes have steadily grown in popularity in
Job Offer Negotiation Advice

One of the most exciting experiences we can face in life is the prospect of starting a new job. We can literally feel the buzz as anxiety and self confidence ebb and flow through the interview process. Afterwards, we will occasionally catch
Collective Bargaining Union Negotiation

by - Charles B. Craver

Collective bargaining negotiation between labour unions and corporate employers constitute a specialized area in the field of general negotiations, but the underlying legal and relationship aspects make them distinct. Unlike a
Giving Feedback after a Negotiation
Giving Feedback after a Negotiation

by - Steve Jones

Smart people ask us “How do I give feedback to my colleagues after a negotiation? This can be a delicate topic, and an area we always invest plenty of time into on our negotiation training courses. With this in mind we thought you would
We Value Creation in Negotiations article
Value Creation in Negotiations

Our efforts to create value in any negotiation will be highly limited if they don't from a collaborative negotiation approach with our counterpart. We don’t just want to make a shaky agreement with an angry and resentful partner, but to
Truth - Detecting Lies In Negotiations
Detecting Lies in Negotiations

by - Steve Jones

Negotiators often don’t say everything they're thinking. Sometimes they hold back or distort information to avoid being exploited by the other party. Disclosing your “walk away” or “must have” conditions can frequently be
Negotiation Debt Management Advice for Businesses
Negotiation Debt Management Advice for Businesses

Being in debt can feel like trudging through a mud drenched field after a heavy rain. Thinking about your debt can haunt you, whirling around in your brain during the early morning hours, while you restlessly toss and turn. You've done
Business Metaphors
Business Negotiation Metaphors

"A good metaphor is something even the police should keep an eye on." Georg Christoph Lichtenberg Words can have a powerful impact. The manner in which words are applied in a business negotiation can make or break the deal. This is
Graduate - Top 10 Crucial Rules For College Grad Interview Negotiations
Top 10 Crucial Rules for College Grad Interview Negotiations

by - Calum Coburn

If you're fresh out of college and going for job interviews, chances are you're at a big disadvantage. Why? Your interviewer is likely to have years of interview negotiation experience over you. Time someone levelled the playing field: