M 4

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 seminars, 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
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
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
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, 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
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

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
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 best negotiation training seminars. With this in mind we thought you
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:
international negotiated financial transactions (part 1)
International Forex Currency Risk Agreements (Part 1)

by - Calum Coburn

My Currency or Yours? Billions of Dollars, Euros, Yen, British Pounds and a multitude form of international currency whips around the world electronically every day, in a mind numbing blink of the eye. Every business person knows how
Conflict Negotiation: Psychological Dynamics

"It is easier to perceive error than to find the truth, for the former lies on the surface and is easily seen, while the latter lies in the depth, where few are willing to search for it." Johann Wolfgang Von Goethe Freud is alleged to have said,
What Is Win-Win Negotiation?

by - Steve Roberts

Ever heard someone say that they 'gave away the farm'? Despite our best intentions, we sometimes negotiate too much value away to arrive at an agreement. Even when we go into our talks with high motivations and a grandiose exuberant spirit
How to Build Client Business Relationships

by - Keith Peel

A top tier accounting firm was busy celebrating another year of fee income growth from one of its most important audit clients, a huge telecommunications business. The audit had run smoothly from the accountants’ view, despite some
21 Fun Stress Releases and How to Negotiate them

If you work in IT, and you're not experiencing stress on the job, consider yourself lucky - very lucky. In a 2006 stress survey, 97% of people working in IT reported that they experienced on the job stress - not just occasionally - but on a
Getting to Yes
Getting to Yes (book review)

by - Roger Fisher & William Ury

'Getting to Yes - Negotiating Agreement Without Giving In' by Roger Fisher and William Ury was first published in 1981 and has become a classic read for any novice interested in learning negotiation skills. The reader should be aware
Gender Benders

by - Dianna Booher

Gender Negotiation Communication Style Differences: Women Little did we know that the communication differences we experienced as children on the playground would move from the classroom to the boardroom. As the face of business
8 Effective Negotiation Training Skills

We learn a lot from school and later skills training, but the truth is that unless we learn the most important lessons and can apply these skills outside of the classroom in the tough school of hard knocks we call 'real life', our results will
Internal Negotiations: Supporting the External Deal

by - Richard Morse

Considerable effort is given to negotiation training and preparation by negotiators in their external negotiation interactions with clients, suppliers, partner and competitors. We have seen from our experience from training B2B
Successfully Negotiating International Business Contractual Agreements

Western business people are often in too much of a hurry, and rush into making a deal. In international partnerships, we should spend more time thinking about how 'haste makes waste' rather than succumbing to the belief that 'time is
First Moves in Negotiating Global Agreements

Comparing local negotiations to global negotiations with a prospective foreign partner, is like trying to compare a game of chequers to a game of chess. Although both share similarities, with winning as the object, they are very
Corporate Negotiation Strategy Check-List (Part 2)

by - Steven Roberts

This article is a continuation from Pre-Negotiation Strategy Check List Part 1. These are the remainder of factors that corporate negotiators need to take into account preparing their negotiating strategy. 9. Your Place or Mine? In
Pre-Negotiation Strategy Plan CheckList (Part 1)

To perform well, and perform well consistently, we must first learn to prepare. Ask any athlete who spends countless tedious hours preparing for a competition, or a lawyer about to step into a court room. At the end of our negotiation
Price Tactics for Win-Lose Negotiations

There are some terms that need to be understood when you are involved in one-on-one negotiations. These are negotiations that pit two parties against each other, where the only interest is to wrest out the best value for themselves. this
Multiparty Negotiations (part 2)

Now that we have considered all the challenges that can be posed by multiparty negotiations in Multi-Party Negotiations (part 1), let us now turn to examining some really effective solutions and tactics, to overcome some of these
Multi-Party Negotiations (part 1)

Many business partnerships that are forged in today's increasingly specialised business milieu, often involves 3 or more partners who are co-joining into complex agreements. This bubbling stew pot of positions, needs, and ambitions
Group Negotiations

When you have a group of managers sitting in a boardroom, you could be reminded of ancient Roman days, when two or more robed members, clustered in the shadows intent on forming a power block. Plotting to cause the downfall of another member
Negotiation Place: Does Turf Matter?

by - Marty Latz

At the close of the day, I was escorted into his corner office. He was the managing partner of the law firm, and he sat behind a huge desk, in the power position. It was my final interview. If it went well, I hoped to receive a job offer. So began
Business Contract Agreement Advice

Once upon a time, business people would seal a transaction with nothing more than a robust grasp of arms or a firm handshake. When the deal fell apart, they often settled the matter through a pain filled contest of weapons. Whoever was
Business Negotiation Preparation

All good negotiation plans are premised on good strategy and adapting our tactics to meet new challenges. Strategy is not based on guesswork but on intelligence, and even more importantly, negotiation preparation. It is one thing to
Getting them to the Negotiation Table

We have a vision that's going to set the world on fire and make us appear like a hero, if we can pull it off. What if the other negotiator doesn't want to come to the table? What happens if we do get them there, greet them with smiles and extended
Building Trust in your Business Negotiation Relationships

Businesses' long term success can be judged by the extent to which they build and nurture their relationships. Every business is dependent on their internal and external relationships, between groups and individuals. We have
Morals, Ethics & Feelings in Negotiation

One of my clients, a real estate developer, contacted me about a problem concerning a ten floor office building he was looking to rent. He was negotiating with a potential client, A, about renting 7 floors of the building. They almost had
How to Boost your Business' Negotiation Skills

We learn by doing, and by doing, we can learn even more. Makes sense doesn't it? When we stop learning, we become like the dog frantically chasing its tail, spinning around and going nowhere. Our business cannot be allowed to become like a
Breaking Barriers to Business Negotiation Agreements

'You may be deceived if you trust too much, but you will live in torment if you don't trust enough' Frank Crane How in the world can we ever have hope to extend our civilisation to soaring heights, poised to caress the distant stars, without
Negotiation Attitudes & Behaviours - from Failure to Success

by - Jonathan Sims

Negotiating behaviour is primarily determined by mental attitudes. If we are to excel in negotiation, as in other fields of endeavour, we must delve deeper than the process itself. If we study a process, we might become more competent car
Boost your Negotiation Listening Skills

'Do you hear what I hear?' That's the flashing, neon question mark at crucial moments in our negotiations. When negotiators gather together after hearing someone speak, we discover that we often recall somewhat dissimilar versions
Where Will You Draw The Line in Negotiations?

Probably everyone has seen some version of the tousled haired child, daring anyone to cross a line he has drawn in the sand. We use words to sketch imaginary lines to warn of an imaginary red flag boundary where we will not be pushed any
Using Interpreters in International Negotiations

'It must have got lost in the translation'. This is not something an international business negotiator wants to use as a lame excuse when an important deal collapses. Or to have our angry CEO, with beet-red face, waving a lawsuit from our
The Unethical Side of Negotiation

'The pure and simple truth is rarely pure and never simple' - Oscar Wilde Welcome to the dark side! We are about to open the proverbial can of worms. This is not going to be a moralising sermon, but you are going to be asked to look inside and find
Negotiating with 8 golden steps, the agreement table

People never plan to fail, but they often fail to plan. This is a sensible and shrewd maxim which has dogged many business owners since time immemorial. It's the prime reason why so many intrepid enterprises fail so miserably, despite the
Negotiation Approaches and Perspectives

'It is human nature to think wisely and act foolishly' Anatole France The worst mistakes are the ones we know we should've avoided in the first place. Yet, we will occasionally err because we are infallibly human. The best thing we can do is
Use Your Negotiation Style - Don't Let It Use You

In our approach to both our personal and professional lives, everybody has their own unique style when dealing with problem solving, dispute resolutions, or negotiations. Our individual personalities were formed early in our
Being Culturally Intelligent

by - Dr. Bob March

"WHEN IN JAPAN, BEHAVE AS THE JAPANESE DO" - IS THAT REALLY BEING CULTURALLY INTELLIGENT? Deciding on the right nuance of culturally appropriate behavior in Japan is not easy. I used to work with Colorado-born Fred Hevers in Tokyo. He
The Zone of Possible Agreement (ZOPA)

ZOPA might almost sound like a foreign word for a cheer of joy, or maybe even a new and exciting soft drink about to splash the marketplace. It's neither but if you have a wide ZOPA in your negotiation, it's nearly as sweet. Negotiation ZOPA
Avoiding Common Pitfalls during Negotiations in China

Western business people are flocking to the Far East. China has clearly become one of the most sought after places that offer a near endless source of potential market growth. For many westerners, the eastern part of the world is a place
Knowing When It's Time to Walk-Not Talk

"A long dispute means both parties are wrong." Voltaire Knowing when and how to negotiate is one thing. Knowing when not to negotiate at all, is an altogether different matter. Every savvy negotiator is aware that there are times to break
Principal and Agents in Negotiation

In negotiations, you have to know who's sitting at the table. Some of these individuals can make binding decisions on the spot. In many other situations, the people involved represent the decision makers. They may have only limited
Japanese Business Negotiation Relationships with Westerners

by - Dr. Bob March

A discovery from my 1980s consulting and training work in Japan, was that Westerners in business meetings with Japanese were generally more ill at ease, uncomfortable and awkward than were the Japanese. This went so much against the
Building Trust with the Japanese

by - Dr. Bob March

Japanese believe, once the first contacts, and introductions are completed, the next stage involves the development of trust through deeper knowledge of what the Westerners have to offer. How we handle ourselves as business people and
Negotiation Interests and Positions

When two people take opposing sides on any particular issue in a dispute, they both often refuse to budge from their divergent viewpoints. The end result is a stalemate. If a solution is found then both will win, which we call a win-win
Your Ideal Negotiation Meeting Location

by - Jonathan Sims

The question as to where a negotiation should ideally take place is a critical one and gives rise to both well-thought advice and knee-jerk reactions. The most widely held belief taught on most sales negotiation courses and buyer
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 time of short supply and high demand, your main supplier is sitting across from you at your desk. He is poking
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. Simulating commercial selling negotiation training scenarios customised to our client's business
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 visions,on how the house will be designed. They both want the house, but their interests in what they want
Resolving Interpersonal Conflicts

Resolving interpersonal conflicts in the workplace is a healing process often utilized by management, but it is also a powerful tool which is not often made available to front line workers. This can be a costly mistake. Interpersonal
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. "Either provide us with 80 percent of our money back for the practically unused piece of furniture we
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 negotiating skills of your employees control revenues, and have a direct and significant bearing on
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 break down, or a board of directors attempting to ward off an unwanted merger. It might even entail the
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 graduate business students negotiate their starting salaries, only 7 percent of women do so resulting in
Dealing With Your Emotions in Negotiations

Many negotiations, due to their nature, can create and foster strong negative emotions. Where individuals meet to primarily promote their self-interests or where the past histories of the parties involved have been coloured by
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 I authored or co-authored, Winning the Negotiation, Negotiate the Deal You Want, and The Human Side of
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, the conflict resolution classic is still unrivalled in providing a distinct prescriptive framework for
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 we do when we negotiate is to attempt to influence others to accept our way. Sometimes we succeed,
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 while waving their arms and shouting "Here I am, look at me." If they did, the other side would see right through
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 business leaders throughout North America since 1982 and I've narrowed this concept down to five fundamental
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 more than you expect to get. Rothschild pawn Henry Kissinger had this to say about getting more at the
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 economic matters, and anything else they consider relevant. They frequently spend no more than ten to
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." "You will have to give an exception to your policy if you want our business." "I know that you have good quality and
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 swelled and evolved in size from local to national to global markets. Technology no longer gives any
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 side of a negotiation may use bracketing, one of the oldest and most simplistic negotiation ploys.
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, peels the fruit, takes the rind and cuts it up for use to flavour a pie crust. The other sister takes the
Winning through others' Negotiating Social Styles

by - Peter B. Stark and Jane Flaherty

Successful negotiators have a positive vision of their success. They fully understand their subject matter and have a firm grasp of the negotiation process. In addition, they can also read people very well. Accomplished negotiators
Don't Fall Victim to the Competitive Negotiation Style

by - Marty Latz

Do nice negotiators have a tendency to finish last - or "lose" more often - in their negotiations? And if so, how can they protect themselves from this trend and be more effective? This is a common dilemma for many nice negotiators. When
Buyer Advice for Real Estate Negotiations

by - Marty Latz

Buy and Sell Real Estate A real estate investor came up to me one day and asked me, "How can you negotiate the best possible deals as a buyer in a sellers' market?" "It's not easy," I replied. "But using certain negotiation strategies will
negotiator styles in bargaining
Negotiator Styles in Bargaining

by - Charles Craver

I. INTRODUCTION Attorneys and business people negotiate perpetually. They negotiate within their own organizations, with prospective and current clients and customers, and with other parties. Most negotiators employ relatively
Three Reasons Why Negotiators Fail

by - Derrick Chevalier

While volumes have been written on negotiating tactics, techniques, and strategies, relatively little is written on the reasons negotiators fail to achieve their stated goals and objectives. This article examines three essential
HR Leading through Persuasion & Influencing

You might wonder whether you are playing the role of Atlas with all those corporate responsibilities that have been thrust upon your weary shoulders, or maybe you feel more like a circus juggler wondering what task is going to be thrown at
Deceptive Negotiation Gambits and Counter Measures

Not everybody plays the game by the golden rules, and even though we know this self-evident but bold reality as the plain simple truth, it is human nature to be more trusting than not. The hard truth is often that we may not see the light of the
The art and science of negotiation
The Art and Science of Negotiation (book review)

by - Howard Raiffa

The Art and Science of Negotiation takes a novel and bold approach to the negotiation problem from two perspectives. The title itself reveals this dual approach by viewing the totality of a negotiation by integrating the people puzzle
What Every Negotiator Must Know Before they Negotiate

'Ignorance is Bliss' and 'Look before you leap' are old proverbs that occasionally haunt all too many of us. We side step some of our more irksome problems, hoping that if we ignore them long enough they will simply go away. Either that, or
Negotiation Success: How To Evaluate & Measure

by - Marty Latz

"How can we evaluate the negotiation ability of our managers, sales people and others who negotiate on behalf of our company?" I was lately asked by a client. "After all, we only seldom get the opportunity to really find out what they left on
Creative Strategies To Solve Negotiation Problems

'Ideas are the root of creation' Ernest Dimnet We evolved because we were able to stand up and see above the tall, swaying grass. We could now see the predators that were stalking us, and hear them snarl in rage as their afternoon lunch deftly
Books: Learning to Negotiate with the Japanese

by - Dr. Bob March

Books on doing business with the Japanese age quickly, because the country itself has always been changing quickly. Facts and statistics are only good for a year or so. Some of the "best" books about Japanese business, that are still
Setting The Climate For A Non-Confrontational Negotiation

by - Roger Dawson

What you utter in the first few moments of a negotiation frequently sets the tone of the negotiation. The other person quickly gets a feel for whether you are working for a win-win solution, or whether you're a tough negotiator who's out for
negotiating rationally
Negotiating Rationally (book review)

by - Max Bazerman and Margaret Neale

Negotiating Rationally is exactly what the title purports the book to be about. Written in three parts, each section takes the reader through a logical sequence and provides a sound basis in how to rationally approach a negotiation.
The Global Negotiator
The Global Negotiator - Making, Managing, and Mending Deals around the World in the twenty-first Century (book review)

by - Jeswald W. Salacuse

'The Global Negotiator' is a knowledgeable and practical guide for any business that is either considering or already involved with the formation of international relationships and partnerships. In our shrinking world of
the mind and heart of the negotiator
The Heart and Mind of the Negotiator (book review)

by - Professor Leigh Thompson

The author is a recognized and distinguished Professor of Management and Organizations at the Kellogg Graduate School of Management at Northwestern University. This highly recommended book is logically constructed and broken down
Negotiate like a Gambler

by - John Di Frances

Knowing When to Walk from a Business Negotiation Most executives delight in upcoming business negotiating sessions with about the same enthusiasm as they have about a root canal at their local dentist. The stakes are high. Negotiate too
Credibility: 5 Ways To Make People Believe You

by - Roger Dawson

Negotiation Credibility The absolute cornerstone of your ability to persuade, rests largely upon the level of negotiation credibility that you achieve with your negotiating counterpart. When you talk, do they really believe what
harvard business essentials - negotiation
Harvard Business Essentials - Negotiation (book review)

by - Michael Watkins

'Negotiation' is part of a series of books produced by the Harvard Business School. This book is well written and uses simple language to facilitate the needs of both the novice negotiator and is a practical tool for any business manager.
power and negotiation
Power and Negotiation (book review)

by - I. William Zartmen & Jeffrey Z. Rubin, Editors

This book is the seventh of a series which has been developed and edited by the Program on the Processes of International negotiation (PIN) which is based at the International Institute for Applied Systems Analysis (HASA), located in
Practical Ethics: Four Paths to Greater Virtue

by - Frank Bucaro

Negotiation Ethics It is no surprise to me that, in this time of comprised ethics and values, there are an ever increasing number of books and articles that stress the importance of ethics and values in everyday life. Ethics, ethical
How Time Pressure Affects The Outcome Of A Negotiation

by - Roger Dawson

In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The telephone rang and it was President Clinton calling who
negotiations
Negotiation (2nd Edition - book review)

by - Roy J. Lewicki, Joseph A. Littner, John W. Minton, David M. Saunders

Negotiation 2nd Edition is a must read for both the novice and the professional who engages in negotiation. This book is packed with the latest developments in the theory and practice of the negotiation process and conflict management.
How to Succeed When Working With Tactical Negotiators
How to Succeed When Working With Tactical Negotiators

by - David Wachtel

The top priority that people have in negotiating sessions I teach, is dealing with tactical, positional negotiators. Students will present comments like, "I dislike to negotiate because it forces me to deal with ‘those people’ who
Ask Clever Questions in Your Negotiations

Do you use and can you tell the various types of negotiation questions apart? How often can you tell when your chain is being pulled, in order to get a "fight or flight" response? Asking questions the right way is both an art and a science. Ask
Negotiating Foreign Currency Exchange Agreements (Part 2)

The other foreign currency challenge that can cause us to scratch our heads while our faces screw up in a perplexed frown is how to manage situations when the foreign currency is not easily convertible. The reason could be a result of the