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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