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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 Training Tips

by - David Wachtel

At the beginning of our negotiation skills training sessions, we ask students what makes them feel uncomfortable about negotiating. T...
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 on our Sales Negotiation Training, and our Advanced Negotiation Trai...
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....
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...
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 sp...
BATNA Explained - Best Alternative

"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 il...
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 Negotia...
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 ...
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 negotiati...
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 m...
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 ti...
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 ...
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 anx...
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...
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 a...
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 ou...
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 b...
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, whirlin...
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...
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 likel...
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 th...
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 ...
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 arr...
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 hug...
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% ...
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...
Gender Benders

by - Dianna Booher

Gender Negotiation Communication Style Differences: Women Little did we know that the communication differences we experienced as ch...
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 ...
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 c...
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...
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 ...
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 neg...
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 pr...
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...
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...
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...
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...
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...
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 th...
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 gu...
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 negot...
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 depe...
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 ren...
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 franti...
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...
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...
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 to...
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 w...
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 ...
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 proverb...
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 sin...
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 i...
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, ...
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 cultural...
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 marke...
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 ...
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 negotiat...
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 ma...
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 generall...
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 ...
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 viewpo...
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 kne...
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. Simulati...
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

Many negotiations, due to their nature, can create and foster strong negative emotions. Where individuals meet to primarily promote t...
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...
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 t...
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 t...
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 a...
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...
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 negot...
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 ...
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 trut...
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...
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...
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 ...
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...
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 statist...
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...
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...
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 t...
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 a...
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 sa...
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 credibilit...
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 languag...
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...
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...
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 ...
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 ...
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 pr...
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,...
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 m...