Updated: 4 Aug 2017
‘If-Then’ in Negotiation
Union Constituency Authority Limits
This case study examines the constituency authority that a union negotiator must observe in labour negotiations, and what are the consequences of exceeding this authority.
Chinese Business Negotiations' 'Guanxi'
This instructive negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
Sales Training: How to Negotiate Price
Before you jump in with both feet and negotiate price, how do you know that you've prepared for success?Understand the difference the "what" and "whys" when you negotiate on price.