Questions & Answers

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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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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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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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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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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. Generally speaking, the more informal and less people present, the more collaborative your meeti...
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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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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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There is not much to go on in this question. Let's see what we can make of it. Why should he propose concessions? His behaviour looks per...
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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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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 ...

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