How do I Negotiate my Job Title
I'm negotiating a new position. I think I've achieved the best I can expect on salary and benefits. So I'm thinking of what else I ca...
Dealing With Your Emotions in Negotiations
This article provides practical advice on how to recognize, express and control emotional behaviour during your negotiations.
5 Effective Training Tips to Improve your Negotiation Skills
Improve your negotiating skills and learn what really interests people in a negotiation. Understand your negotiating style, and how t...
Trust in Negotiation
Roger Fisher has written that "the less an agreement depends on trust, the more likely it is to be implemented". Is this a part of hi...
Where Will You Draw The Line in Negotiation?
Know the point where the smart thing to do is to walk away from the deal because it no longer offers any value.
Negotiation Place: Does Turf Matter?
Gain insight on how the home turf environment can offer both advantages and disadvantages at the negotiating table.
Sales Negotiation Process Tips
Does your sales process incorporate these best practice tips? Learn how to improve your closing rate and your sales price without giv...
Multi Party Negotiation
Negotiation Bargaining Zone
Contract Renegotiation with the Chilean Government
Although starting a contract renegotiation at a disadvantage, with a weak BATNA, US company Kennecott managed to enhance and turn thi...
Collaborative Negotiation Selling Training
Compare the differences and disadvantages between the old model of selling, and the newer approach of collaborative selling. Make col...
How Microsoft Outnegotiated Netscape in the Browser War
Microsoft won negotiations with AOL competing against the browser market leader Netscape by getting the best out of their marketing r...
Andorra versus the European Community (EC)
After five years of negotiations between Andorra and the European Community, Andorra succeeded in obtaining sovereignty in 1993.
Chinese Business Negotiations' 'Guanxi'
This instructive negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
What Is Win-Win Negotiation?
Examine how a poorly implemented win-win negotiation style can fail to deliver business goals and leaves gold on the table.
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