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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. The technique is quite straightforward. The side that wishes to start bracketing begins by establishing the amount of money it wants to use as a target to settle the case. The bracketer then assumes a "counterpunch" strategy, allowing the other
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 fruit, eats it, and tosses the rind into the trash. These two sisters focused on the "what" and compromised without asking the most primary question in negotiating: "Why do you want that?" The consequence is that each sister only got half as much as
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 know not only their own personal negotiation style, but also their counterpart’s preferred negotiation style - sand they use this knowledge to build a stronger relationship that will help achieve their goals. Most people undervalue the impact
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 faced with an aggressive and competitive negotiator, should they try to compete back or use their naturally more cooperative style? Let me start by dispelling the myth that a cooperative style leads to losing more often in all their negotiations.
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 increase your ability to achieve the best possible deal." Of course, understanding the procurement negotiation framework is a very important precept in the negotiation process. A sellers' market means there are more buyers and demand than there
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 "cooperative" or relatively "competitive" negotiation styles. Cooperative bargainers tend to behave more pleasantly, and they endeavour to generate mutually beneficial agreements. Competitive bargainers are often less pleasant, and
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 reasons why many negotiators do not achieve their objectives. The article also touches on the issue of why so many negotiators, who are capable in one area of negotiation, find themselves literally incapable of excelling in areas of negotiation
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 you next. It's no wonder, with all these initiatives Human Resources are spearheading in today's shape shifting corporate universe, that HR executives often feel overwhelmed. Despite all the added responsibilities, the Human Resource Director
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 other's deceit or manipulative gambits until we have lost value. You know the signs after the event: the hairs on the back of your neck prickle, or a tightening in your gut. Your body has flashed a warning sign that something is not right, and you
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 and intuitive approach, the Art on the one side of the coin. Secondly, the book examines the negotiation process through a detailed empirical approach through models, mathematics, and analysis to complete the other side of the coin, the Science.
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 else we tackle our daily problems without giving any thought about planning our approach and plunge right into them to get them out of the way. Quite often, the problems that we either ignored or blindly leapt into see us land in a muddled mess. Afterwards,
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 the table. Few of their counterparts will ever tell us what they were truly willing to do." "It's difficult," I replied. "Especially as just closing the deal may not be so great if they could have achieved better results by using more effective
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 disappeared into an impenetrable thicket. Human beings were given opposable thumbs so they could nimbly manipulate the physical world around them into tools to defend themselves. Mostly though, we survived because we could think, create,
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 quoted repeatedly, are actually very much out of date. These include: Robert Ballon, Joint Ventures and Japan (1967), Adams and Kobayashi, The World of Japanese Business, 1969, Yoshino, The Japanese marketing System, 1971, Norbury and Bownas,
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 everything they can grab. That's one problem that I have with the manner that attorneys negotiate-they're very confrontational negotiators. You receive that white envelope in the mail with black, raised lettering in the top left hand corner
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. Whether they are a novice or an experienced negotiator, this book gives the reader a smart starting point in learning the most essential basics of the negotiating process. Employing a multiple of scenarios as a backdrop to serve as everyday workable
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 globalisation, it is essential for business executives to understand and appreciate the fundamentals of conducting business in the international marketplace. As the subtitle suggests, an international business arrangement is not simply about making
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 in painstaking detail. The title, Heart and Mind of the Negotiator, hints at the opposing forces that a negotiator must recognize and overcome in the perennial contest between emotions and logical thinking that tug powerfully at our skills
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 hard and the deal is lost. If you're too timid then you will leave money on the table, which in today's economy is nearly as bad as losing. Having been a strategic negotiator for a lot of years, I realize that successful negotiation is an art, rather
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 you’re telling them? Unless they do, there is simply no way that you can persuade them to do what you want them to do in a negotiation. People might listen to you, but they won't act until they believe you. Let me emphasise this again. People won't