[as-puh-rey-shuh n] [beys]
Setting the highest achievable negotiation target level in terms of goals or objectives to conclude a negotiated agreement.
Scientists and Bureaucrats - Orientation Issues
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
Foreign Currency Contract Agreement Risks
This case study reveals the importance of deciding on and making a foreign currency agreement with an international business partner.
Negotiate like a Gambler
Learn the building blocks of an effective negotiation relationship.Know when to walk away, and discusses your risk considerations.