Updated: 16 Sep 2017
Negotiation Blunders: Allowing Yourself to be Double-bracketed
Examine how an adversarial demand from an opponent may try to use their opening position to split the difference and always target a single figure.Learn how double bracketing is used
Getting to Yes (book review & summary)
A revised edition of this landmark book from the early-eighties . Still a worthwhile introductory read for today's novice negotiator.
Sales Team Negotiation Training: Customized Case Studies
Simulated case studies / role plays customised to the clients' business reality is the best way to assess their sales negotiator's strengths and weaknesses on a team based sales negotiation