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Articles
Articles

Ways to rationalize a stalled negotiation

Everything at the office was moving smoothly along until a nasty little hurricane decided to tear a hole in your supply line. In a ti...
Sales Team Negotiation Training: Customised Case Studies

by - Dr. Bob March

The Negotiation Experts makes extensive use of case studies and customised role playing in training sales negotiation teams. It is ou...
Frameworks in Negotiations

Preparing for a negotiation can be equated to a couple coming together to build their dream house. Each will have different ideas and...
Resolving Interpersonal Conflicts

Resolving interpersonal conflicts in the workplace is a healing process often utilized by management, but it is also a powerful tool ...
Negotiating Skills give you options in the Furniture Store

by - Marty Latz

"Let me propose a few options, each of which would be acceptable to us" I said to the furniture store manager in our negotiation. "E...
Improve your Employees' Negotiation Skill Outcomes

by - David Wachtel

If your company is like the majority of companies today, you are looking at the bottom line seeking for ways to improve results. The ...
Public Leverage in Negotiation Outcomes

by - Marty Latz

Seldom does a day go by that I don't read in a newspaper about a high-profile negotiation. Perhaps it is a union picketing when talks...
Gender Differences in Negotiations

by - Charles B. Craver

In their book Women Don’t Ask (2003), Linda Babcock and Sara Laschever remark that while 57 percent of male Carnegie Mellon graduat...
Dealing With Your Emotions in Negotiations

manyNegotiations, due to their nature, can create and foster strong negative emotions. Where individuals meet to primarily promote th...
Dispelling Negotiation Myths

by - Henry H. Calero

After Gerard L. Nierenberg authored The Art of Negotiating in 1968. Since then, many books on negotiating followed including the ones...
A New ICON for Negotiation Advice

by - Grande Lum and Anthony Wanis-St. John

Finding Agreement in a Negotiation Two decades after the original publication of Getting to YES, by Roger Fisher and William Ury, th...
Positive & Negative Impact Influences on Negotiation Results

by - Radu Ionescu

Negotiation can be considered a tool that assists parties to obtain an agreement based on their interests. Ultimately however, what w...
Authority Limits Tactic

by - Michael Schatzki

Tactics are perhaps one the most significant tools we employ in the negotiating process. But tactics don't often leap out at you whil...
Power Negotiation Principles & Techniques

by - Roger Dawson

The manner in how you behave during a negotiation can have a dramatic impact on the outcome. I've been teaching negotiating to busine...
Price Negotiation Techniques: How to Ask For More

by - Roger Dawson

One of the most important rules to remember about the concept of Power Negotiating is that you should always ask the other side for m...
Aspirations, Anchoring, and Negotiation Result

by - Charles B. Craver

When people prepare for negotiations, they spend considerable time thinking about the factual issues, the legal doctrines, the econom...
Sales Negotiation Process Tips

by - Mike Schatzki

How many times have you heard: "You've got to lower your price by 10% or we will have no choice but to go with your competition."...
Collaborative Negotiation Selling Training

by - Tony Alessandra

Sales Training The world of business has altered and continues to change dramatically and rapidly on a regular basis. Markets have s...
Negotiation Blunders: Allowing Yourself to be Double-bracketed

by - Richard G. Halpern

If you're a plaintiff's attorney, you have likely participated in a bracketing-based negotiation at some point in your career. Either...
How to Negotiate Price for Sales

by - David Wachtel

Two sisters have a single orange. Like two well raised sisters, they decide to divide the orange in half. One sister takes the orange...