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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 Proven in Business

At the start of our negotiation skills training seminars, we ask students what makes them feel uneasy about negotiating. Their answers often include: "I'm afraid I won't get the best deal." "I don't enjoy working with certain types of people."
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 on our negotiation skills seminars? College students almost always
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 the best 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 in
Negotiation Types
Negotiation Types

Like it or not, we are all negotiators. In fact, we use negotiation techniques almost every day and have done for much of our lives. We negotiated when we were kids trading sports cards or toys. We still negotiate today when we ask the boss for a
BATNA Explained

"Don't put all your eggs in one basket" is an old saying that has stood the test of time. To a negotiator, this wise old proverb illustrates that if you only negotiate with one other negotiating team, you may end up with a rotten deal. In fact, you
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 professionals
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, it's 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 frustrated
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. Without
Negotiation styles diagram
Negotiation Styles

by - Calum Coburn

Understanding the Five Negotiation Styles People often ask, "which is the best negotiation style?" As with much management theory, there is no single "best" approach. All five profiles of dealing with stressful and high-pressure negotiations
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 will
RFQ
What's the Difference Between Contract RFT RFQ RFP RFI?

Contract negotiation training graduates often ask us to explain four key terms: RFI, RFQ, RFT, and RFP. These processes have grown in popularity in procurement and purchasing. This is especially so in larger buying organizations. Only the
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 ourselves
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 general
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 best negotiation training seminars. 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 create
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 a
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 everything
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 especially
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: 10.