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Questions & Answers

Do you think other people would benefit from the answer to your question? If we agree, we'll answer your question for free. Of courses there's no substitute for learning first hand on one of our negotiation seminars.

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Professional Freelancer Consultant for Business Contract Negotiator Services
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We'll answer your question by sharing general advice on how to choose between the many companies offering you commercial negotiation consu...
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How can Buyers Negotiate a Contractual Price Discount from Vendors?
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To get someone to give you more of what you want, you'll find that giving them more of what they want will go a long way. So what do your ...
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Sales Negotiation Training Tips to Avoid Price Discounting
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Professional buyers the world over are almost always measured and rewarded on cost savings - not value created. So a sellers' best route t...
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Trust in Negotiation
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Nowadays it is difficult to make a deal if there is no trust between counterparts. Even if one manages to make such a deal it will be very...
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Outsourced Contract Negotiator
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Outsourcing the finding and negotiating of your contracts is akin to outsourcing marketing and sales negotiation. I don't know of any comp...
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Internal Team Negotiations
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The answer to this question really depends on the situation surrounding the negotiations. Lets explore lesser discussed of the two negotia...
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Is Principled Negotiation used in Business?
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Most readers may appreciate a short introduction to the phrase 'Principled Negotiation'. 'Principled Negotiation' became known to the worl...
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Personal Power in Negotiation
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Dealing with power in negotiation should be done with great care. Before using power in any negotiation, be sure to analyse all the possib...
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IMF World Bank Debt Governance and Corruption
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I read with a knowing smile your words: 'say... they have committed mischief'. For those who invest the time to make themselves knowledgea...
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Influencing Decisions in Risk Averse Organisations
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Welcome to negotiating internally within the constraints of most risk or loss averse corporate hierarchies. Telling you that you're not al...
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Negotiation Contract Bidding Process: Defending your Business
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Very often we deal with the problem at hand, never noticing that we've completely missed the 'real' issue. So I suggest that you step back...
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Serving Food at a Negotiation Meeting
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Yes, usually serving food is a good idea. This is a question that seems to be address only on the best negotiation training workshops. Gen...
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Negotiating with a Power Imbalance
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Whilst integrative negotiation will be generally less effective where there is a significant imbalance in negotiation power between the pa...
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How do I Negotiate my Job Title
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Most business professionals focus on the money and benefits, giving too little attention to their job title. Job titles are useful when it...
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Japanese Negotiation Silence
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You look to be suffering from 2 challenges. Firstly, Japanese Negotiators are famed for putting face saving first - yours and theirs. By c...
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Positional Union and Management Negotiators
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In the U.S. it's illegal for management to not negotiate past its first offer. From what you've described, it sounds like management are b...
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Chinese Business Negotiation Concessions
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Why should he propose concessions? His behaviour looks perfectly professional and clever to me. It has put the foreign team on the defensi...
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Preparing for Employment Salary Negotiation
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In considering how to approach negotiating a pre-employment job offer there are a number of areas you can research beforehand. Preparing f...
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Westerners Chinese Negotiation Failure
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Q1: I assume that this means "fail to reach an agreement". There are dozens of possible causes. Here are a few common reasons: Failure...
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Positional Negotiation
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It is always a difficult task for a negotiator to deal with people who approach negotiation as if it was a competition, with only one poss...
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Effective Negotiation Techniques
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Your answer should be in line with the goals that management should aim for in developing any company-wide strategy or vision. Every negot...
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Chinese Team Negotiation
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Cross-cultural negotiation requires very detailed preparation on cultural differences. The history of business negotiation shows that many...
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Win Win Negotiation Style for Purchasing
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In every negotiation, no matter if you're buying, selling, solving conflicts or negotiating your salary, there is always something laying ...