Our articles are popular amongst researchers, students and business negotiators. To take your negotiation skills to the next level, enrol in our negotiation training.
Negotiate like a Gambler
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
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
Harvard Business Essentials - Negotiation (book review)
'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. It provides an excellent structural foundation in the basics of negotiation skills development. Additionally, there are a number of well-crafted worksheets to help develop and apply the concepts and principles illustrated by the book, and
Power and Negotiation (book review)
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 Laxenburg, Austria. The foundation for this program is focused on international negotiations. Power and Negotiation contains a series of articles written by academics and professional consultants who are based throughout the world. The premise
Practical Ethics: Four Paths to Greater Virtue
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 behaviour, and taking personal responsibility for choices carry even more importance in today’s business world. It is with this in mind that I would like to share with you a few reflections on ethics to assist us maintain that high standard of thought,
How Time Pressure Affects The Outcome Of A Negotiation
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 advised them that he had already begun the invasion and they had 30 minutes to get out of there. That was putting extreme time pressure on the negotiation, and people become pliable under time pressure. When do your children ask you for something?
Negotiation (2nd Edition - book review)
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. The authors have drawn upon a rich pool of resources from business schools, education, public policy, psychology and many other sources. The result is a rich product that delves deeply into the subject of negotiation and examines the topic matter
How to Succeed When Working With Tactical Negotiators
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 use underhanded negotiation tactics to try to trip you up or fool you. It is adversarial, and I am there trying to get an agreement or solve a problem. All they want to do is trick me so they can win." The problem in dealing with these situations is
Ask Clever Questions in Your Negotiations
Do you use—and can you tell apart—the various types of negotiation questions? How often can you tell when your chain is being pulled to get a "fight or flight" response out of you? Asking questions the right way is both an art and a science. Ask the question the wrong way, and the other negotiator might act like a turtle, becoming defensive and withdrawing into their shell. Ask the question the right way, and the other negotiator might "spill the beans." Let's look at some
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 unsteady political climate of the country, or the foreign trading partner has taut policies that deliberately limit the ability of its citizens to use the foreign exchange market. The value of currencies could also be deliberately regulated
Contract Negotiation Training
Contract negotiation skills for buyers. Achieve big savings & create value.
"After the training, we did more preparation before negotiations, and also now do more analysis on ourselves. We've improved our negotiation efficiency, and also achieved better results, e.g, we have got more cost saving in Q4 & Q1 quarterly price negotiation meetings! There was a lot of share so the participants can understand in practical. There were a lot
Two day foundation negotiation skills. Build confidence and competence.
"Good pace, and balance between lecture and activity to solidify lessons. A good reminder of our last training. I have employed the techniques recently; especially BATNA and trading. Good engagement with the students. The case study was fun and interactive. Overall it was time well spent and certainly helped the team focus on improving our negotiating skills.
Advanced Negotiation Training
In-depth personalised expert video feedback. Negotiate complex role plays.
"All very good, and great value 5 day course. Role play, videos, value creation framework. the video review was very powerful for changing my bad behaviours, excellent! While intense, the course was very enjoyable. Much learning and application. I liked the role participation, applying lessons learnt with the client side negotiations. I learnt a great deal