Resources

Professional Freelancer Consultant for Business Contract Negotiator Services

by - Doc Kane

I am considering hiring a freelance negotiator to handle contract negotiations with my clients. Where might I find professional negot...
Gaming in Shanghai

by - Dr Bob March

This case is typical of what vendors face in a competitive, hi-tech environment, and illustrates the opportunity they have to reduce ...
5 Effective Training Tips to Improve your Negotiation Skills

by - David Wachtel

Improve your negotiating skills and learn what really interests people in a negotiation. Understand your negotiating style, and how t...
Trust in Negotiation

by - Bob

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...
Business Expansion Woven From Trust

by - Dr Bob March

This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".
Outsourced Contract Negotiator

by - Jenny

A couple of friends and myself are thinking about hiring somebody who could find and negotiate contracts for us. What percentage of e...
Wing your Tough Negotiation? 9 Steps to Preparation Success

by - Erich Rifenburgh

Follow these 9 preparation steps to consistently reap healthier profits in your next negotiation. Taken from our negotiation training...
The Price of Giving Face in China

by - Dr Bob March

This case outlines one Chinese negotiator’s response to the thoughtless, inept negotiating manner of another, and contains valuable...
Negotiation Types

There are two opposite types or schools of negotiation: Integrative and Distributive. This article introduces the important differenc...
Trust Building in a Trilateral China Japan Western Negotiation

by - Dr Bob March

This case shares the inside track from an international trilateral Chinese, Japanese and Western business negotiation.
Internal Team Negotiations

by - Gregory

Which is more challenging: internal intra-team negotiation or external client, vendor or partner negotiaition?
Negotiation Game

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