M 4

Resources

We hope that business negotiators find what they're searching for in our free resources. This is the next best thing to coming on one of our negotiation training courses.

Our Client Collaboration Approach

Clients trust our 5 phase Client Collaboration Approach for the creation of their in-house training solutions. Stage 1: Requirements...
Improving your negotiating skills - tips learned in the trenches
Top 5 Negotiation Skills Training Tips

by - David Wachtel

At the beginning of our negotiation skills training sessions, we ask students what makes them feel uncomfortable about negotiating. T...
Sales Questions to get to the Decision Maker
Sales Negotiation Questions to get to the Decision Maker

by - Calum Coburn

We coach our clients to ask for the decision makers - especially on our Sales Negotiation Training, and our Advanced Negotiation Trai...
Salary Negotiation Tips for College Students
Salary Negotiation Training Tips for College Students

by - Calum Coburn

Occasionally college graduates are lucky enough to have their employer pay for their spot on one of our negotiation training courses....
Marriage Negotiation
Marriage Negotiation
#marriage
#negotiation
The Real Negotiation Problem Issue

One of the biggest stumbling blocks encountered negotiators is to clearly understand the real issues as the root cause and basis for ...
Negotiation Skills

Negotiation Skills are required to negotiate superior deals in both your business and personal life. Negotiating Skills include ...
Professional Freelancer Consultant for Business Contract Negotiator Services

by - Doc Kane

We'll answer your question by sharing general advice on how to choose between the many companies offering you commercial negotiation consu...
Contract Negotiation Vendor
How can Buyers Negotiate a Contractual Price Discount from Vendors?

by - Marie

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 ...
Sales Negotiation Training Tips to Avoid Price Discounting
Sales Negotiation Training Tips to Avoid Price Discounting

by - Sid

Professional buyers the world over are almost always measured and rewarded on cost savings - not value created. So a sellers' best route t...
Value Creation Framework

We owe a debt of gratitude to our clients for generously sharing their feedback over the years on our Negotiation Value Creation Fram...
9 Steps to Preparation Success
Wing your Tough Negotiation? 9 Steps to Preparation Success

by - Erich Rifenburgh

Have you ever left a negotiation feeling battered and bruised like you never had a chance from the word go? Too often I've seen smart...
Firing Tech Support
How to Fire Tech Support
#firing
#tech
#support
Negotiating with WalMart Buyers

WalMart, the world's largest retailer, sold $482.1 billion worth of goods in 2016. With its single-minded focus on "EDLP" (everyday l...
Negotiation Tactics

Negotiation tactics are the detailed methods employed by negotiators to gain an advantage. Negotiation Tactics are often deceptive ...
Trust in Negotiation

by - Bob

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...
Online Negotiation Sim

Most clients ask to use our world first Negotiation Sim on their courses, whether delivered online or in their offices. We've gamifie...
Negotiation Types
Negotiation Types

Like it or not, everybody is a negotiator. We use negotiation techniques almost every day. We negotiated when we were kids trading sp...
Snake Charmer Renegotiation
Renegotiation - Snake Charmer
#snake
#charmer
#renegotiation
How Microsoft Outnegotiated Netscape in the Browser War

Back in 1996, Steve Case’s AOL was urgently seeking a top notch internet browser to market their products. Both Bill Gates’ Micro...
Negotiation Strategy

A pre-determined approach or prepared plan of action to achieve a specific goal or objective to potentially find and make an agreem...
Outsourced Contract Negotiator

by - Jenny

Outsourcing the finding and negotiating of your contracts is akin to outsourcing marketing and sales negotiation. I don't know of any comp...
Facilitated Video Review

Our video reviews have destroyed our Negotiation Experts' egos. Why? No matter how captivating our slides or crafted our words, our f...
BATNA Explained - Best Alternative

"Don't put all your eggs in one basket." Is an old saying which has stood the test of time. To a negotiator, this wise old proverb il...
Dog Cat If-Then Cartoon
'If-Then' in Negotiation
#dog
#cat
#if-then
#cartoon
Trust Building in a Trilateral China Japan Western Negotiation

by - Dr Bob March

Overview This complex, ongoing negotiation involves three countries, each with players who have their own agenda and preferred outco...
Negotiation Styles

The most popular way to divide the typical negotiation styles or approaches are: Competing (or Aggressive), Collaborating (or Coope...
Internal Team Negotiations

by - Gregory

The answer to this question really depends on the situation surrounding the negotiations. Lets explore lesser discussed of the two negotia...
Negotiation Diagnostic Profiling

Would you find it useful to gauge your team or company's areas of negotiation strength and weakness? We will identify whether your gr...
Salary Negotiation: 32 Job Pay Tips

by - Calum Coburn

You're good at what you do, maybe you're an ace. So you're being paid what you're worth, right? See how many of the 32 Salary Negotia...
Pay Rise Negotiation Cartoon
Pay Rise Negotiation
#pay
#rise
#negotiation
#cartoon
Nepal-india Water Negotiations (Power Asymmetry)
Nepal-India Water Negotiations (Power Asymmetry)

India is 40 times larger in land area than Nepal and India was hungry to meet its increasing electrical power needs. Nepal is one of ...
Win-Win Negotiation

A win-win negotiation settlement is an integrative negotiated agreement. In theory this means the negotiating parties have reached ...
Is Principled Negotiation used in Business?

by - Sibilla Kawala

Most readers may appreciate a short introduction to the phrase 'Principled Negotiation'. 'Principled Negotiation' became known to the worl...
Negotiation Deal Consultancy Services

The Negotiation Experts support clients after the delivery of training. We do this in two ways: Deal consultancy services either ...
top 10 interview questions and answers
Top 10 Interview Questions and Answers

by - Phil Baker

Ever clenched your jaw at a tough interview question? If not, its only a matter of time until you do, or you're working for daddy. I ...
Torture negotiation cartoon
Torture Chamber
#torture
#cartoon
#negotiation best alternative
#batna
Business Expansion Woven From Trust
Business Expansion Woven From Trust

by - Dr Bob March

Another example of someone who fitted in completely with the Chinese is the China trader Paul Winestock, who had been dealing with th...
Negotiation Meeting

Negotiation meetings are typically where most of the deal is negotiated, with business negotiation meetings these days being fac...
Personal Power in Negotiation

by - Farayi

Dealing with power in negotiation should be done with great care. Before using power in any negotiation, be sure to analyse all the possib...
The Four Phases of The Negotiation Process

'Let us never negotiate out of fear. But let us never fear to negotiate.' John F. Kennedy If you sit down and analyse your negotiati...
salary negotiation cartoon
Salary Negotiation
#salary
#negotiation
#cartoon
Camp David Third Party Intervener

There are occasions when negotiating parties cannot see the forest for the trees. They are unable to see past their own goals and int...
Concession Strategy

Your concession strategy is a plan of the goals / positions and sometimes the underlying interests that you will be trading with ...
IMF World Bank Debt Governance and Corruption

by - Justino Schdmit

I read with a knowing smile your words: 'say... they have committed mischief'. For those who invest the time to make themselves knowledgea...
Negotiation styles diagram
Negotiation Styles

by - Calum Coburn

Negotiation Styles Understanding the Five Negotiation Styles People often ask "which is the best negotiation style?" As with much m...
Heavens Gates
Gates of Heaven
#heavens
#gates
Negotiation Game

Many negotiation training courses make use of negotiation games in order to teach their delegates useful principles of negotiation,...
Influencing Decisions in Risk Averse Organisations

by - Alec

Welcome to negotiating internally within the constraints of most risk or loss averse corporate hierarchies. Telling you that you're not al...
Crossed Finger - Do You Know When They’re Lying
Do You Know When They're Lying?

by - Kevin Sawyer

Is lying just a part of negotiation? Recent studies about lying revealed that complete strangers lie to one another at least three ti...
Attack Tactic
Negotiation Tactics
#tactic
#threat
The Cost of Death on Chinese Roads

by - Dr Bob March

Overview Mark Rogers is an English expatriate in Beijing, where he is the finance director of the branch of a U.S. multinational. He...
Principled Negotiation

Principled Negotiation is an interest-based approach to negotiation that focusses primarily on conflict management and conflict res...
Negotiation Contract Bidding Process: Defending your Business

by - Joe

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...
RFQ
What's the Difference Between Contract RFT RFQ RFP RFI?

by - Suki Mhay & Calum Coburn

Contract negotiation training graduates and newsletter readers have asked that we demystify the meaning behind each of the following ...
Shark Threats
Negotiation Ultimatum
#negotiation ultimatum
#negotiation threats
The Panama Canal Negotiations

The successful construction of the Panama Canal was one of the world's great engineering feats. The negotiations to complete and buil...
Negotiation Agenda

A formal agreed upon list of goals to be achieved or items to be discussed in a particular order during a meeting or negotiation. A...
Serving Food at a Negotiation Meeting

by - Christine

Yes, usually serving food is a good idea. Generally speaking, the more informal and less people present, the more collaborative your meeti...
Mediation
Mediation
#mediation
Contract Renegotiation with the Chilean Government

In the 1960’s Kennecott (Rio Tinto), a U.S. company, was about to enter into renegotiation over its contract with the government of...
Negotiation Walk Away

Negotiation Walk away is the alternative that a negotiator will act on if they are not successful in a negotiation. A walk away ...
Negotiating with a Power Imbalance

by - Matthew

Whilst integrative negotiation will be generally less effective where there is a significant imbalance in negotiation power between the pa...
Job Offer Negotiation Advice

One of the most exciting experiences we can face in life is the prospect of starting a new job. We can literally feel the buzz as anx...
Mediation Medium
Business Mediation Medium
#mediation
#medium
Enron case
Enron’s Indian Negotiation Debacle

In the early 1990s, the US energy giant Enron, decided it needed to diversify by expanding its growth abroad with emerging countries....
Negotiation ZOPA

An acronym which means a negotiation Zone of Possible Agreement. It is the range or area in which an agreement is satisfactory t...
How do I Negotiate my Job Title

by - Jan

Most business professionals focus on the money and benefits, giving too little attention to their job title. Job titles are useful when it...
Collective Bargaining Union Negotiation

by - Charles B. Craver

Collective bargaining negotiation between labour unions and corporate employers constitute a specialized area in the field of general...
bowing japanese
Japanese Cultural Mistakes
#bowing
#japanese
China Australia case
Scientists and Bureaucrats - Orientation Issues

by - Dr Bob March

Overview This case study involves attempts to set up a bilateral scientific research arrangement involving Chinese scientists and Au...
Win-Lose Negotiation

This term refers to a distributive negotiation whereby one party’s gain is another party’s loss. Both parties are competing ...
Japanese Negotiation Silence

by - Kim

You look to be suffering from 2 challenges. Firstly, Japanese Negotiators are famed for putting face saving first - yours and theirs. By c...
Excitement Concessions
Concession Excitement
#excitement
#concessions
Gaming in Shanghai

by - Dr Bob March

Overview HyperHawk, one of the world’s major providers of global supply management software and services, helps companies reduce c...
Unanimity Rule

A process often employed in ‘Group’ or ‘Multi Party’ negotiations to reach a decision or agreement by the involved negoti...
Positional Union and Management Negotiators

by - Fred Kline

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...
Giving Feedback after a Negotiation
Giving Feedback after a Negotiation

by - Steve Jones

Smart people ask us “How do I give feedback to my colleagues after a negotiation?” This can be a delicate topic, and an area we a...
Beanstalk Jack
Competitive Negotiation
#beanstalk
#competitive negotiation
Andorra
Andorra versus the European Community (EC)

As a vestige of Charlemagne’s Empire, Andorra is a small land locked principality snuggled between France and Spain. Andorra is joi...
Negotiation Trade-Off

Also sometimes referred to as a ‘Concession’ where one or more parties to a negotiation engage in conceding, yielding, or co...
Chinese Business Negotiation Concessions

by - Roger Bell

Why should he propose concessions? His behaviour looks perfectly professional and clever to me. It has put the foreign team on the defensi...
We Value Creation in Negotiations article
Value Creation in Negotiations

Our efforts to create value in any negotiation will be highly limited if they don't from a collaborative negotiation approach with ou...
Brain Surgery Value
Bargain Brain Surgery
#brain
#surgery
#value
Businessman select mask. Vector flat illustration
How Giving Face Can Brew Negotiation Success

by - Dr Bob March

Overview Rod Zemanek, the principal negotiator, designer and Project Manager of an Australian chemical engineering consultancy, (Pre...
Negotiation Trading Plan

A negotiation trading plan is a table or spreadsheet that sets out which goals / positions / tradables you are going to exchange...
Preparing for Employment Salary Negotiation

by - Mark Hotz

In considering how to approach negotiating a pre-employment job offer there are a number of areas you can research beforehand. Preparing f...
Truth - Detecting Lies In Negotiations
Detecting Lies in Negotiations

by - Steve Jones

Negotiators often don’t say everything they're thinking. Sometimes they hold back or distort information to avoid being exploited b...
Shaved Sheep
Shaving Margins
#sheep
#shaved margins
#sales discounting
#concessions
Creative Problem Solving In Negotiations
Creative Problem Solving in Negotiations

All too often, negotiators can become tied up and bound as they commit to taking a competitive approach to their negotiation. As a re...
Negotiation Target

The desired negotiation outcome or goal decided at the start of the negotiation. This is best set across each and every aspect o...
Westerners Chinese Negotiation Failure

by - Van

Q1: I assume that this means "fail to reach an agreement". There are dozens of possible causes. Here are a few common reasons: Failure...
Negotiation Debt Management Advice for Businesses
Negotiation Debt Management Advice for Businesses

Being in debt can feel like trudging through a mud drenched field after a heavy rain. Thinking about your debt can haunt you, whirlin...
Red Indian Attack
Negotiation Course Defence
#red
#indian
#attack
Power in a Canadian Trade Negotiation

There are many occasions when a smaller company will want to form a negotiation partnership with a larger organization to further the...
Salary Negotiation

Salary negotiation is a process where one party (usually the employee) negotiates the amount of their pay, income, earnings, com...
Positional Negotiation

by - Cindy

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...
Business Metaphors
Business Negotiation Metaphors

"A good metaphor is something even the police should keep an eye on." Georg Christoph Lichtenberg Words can have a powerful impact...
Machine Gun
Selling War
#machine
#gun
Kuwait Invasion Negotiation Perspective

On a scorching summer day in August 1990, the citizens of Kuwait stared in puzzlement then fear at the encroaching dusty streams o...
Risk-Seeking

A high level or approach in the amount of risk that a negotiator is prepared to accept in a negotiation.. A negotiator who decid...
Graduate - Top 10 Crucial Rules For College Grad Interview Negotiations
Top 10 Crucial Rules for College Grad Interview Negotiations

by - Calum Coburn

If you're fresh out of college and going for job interviews, chances are you're at a big disadvantage. Why? Your interviewer is likel...
Hard Knocks School
Negotiation School of Hard Knocks
#hard
#knocks
#school
Lehman Leadership Negotiation Rivalry

Many people like to believe that the people in charge of the organizations that employ them are always working as a skillful negotiat...
Risk-Averse

A low level or approach in the amount of risk that a negotiator is prepared to accept in a negotiation. A negotiator who decides ...
Effective Negotiation Techniques

by - Peter Popovich

Your answer should be in line with the goals that management should aim for in developing any company-wide strategy or vision. Every negot...
international negotiated financial transactions (part 1)
International Forex Currency Risk Agreements (Part 1)

by - Calum Coburn

My Currency or Yours? Billions of Dollars, Euros, Yen, British Pounds and a multitude form of international currency whips around th...
Home Buying Negotiations
Buying Real Estate
#home
#buying
#negotiations
bottle water - CHINESE WATER SELLING NEGOTIATION
Chinese Water Selling Negotiation

by - Dr Bob March

Overview Acqua International (AQ) is a Europe-based multinational company that has interests in water and other environment-related ...
Reservation Price

The reservation price is the least favourable point at which one will accept a negotiated agreement. For example, for a seller this...
Chinese Team Negotiation

by - Jorge

Cross-cultural negotiation requires very detailed preparation on cultural differences. The history of business negotiation shows that many...
Conflict Negotiation: Psychological Dynamics

"It is easier to perceive error than to find the truth, for the former lies on the surface and is easily seen, while the latter lies ...
tattoo backfiring
Blackmail
#tattoo
#backfiring
Using Mediation for Resolving Disputes

Companies that find themselves embroiled in a bitter feud over a contract dispute have three options to find a solution. They can lit...
Negotiation Reciprocation

The act of making a similar or like exchange of something in return for something given by one party to another party. In a negotia...
Win Win Negotiation Style for Purchasing

by - Khaled

In every negotiation, no matter if you're buying, selling, solving conflicts or negotiating your salary, there is always something laying ...
What Is Win-Win Negotiation?

by - Steve Roberts

Ever heard someone say that they 'gave away the farm'? Despite our best intentions, we sometimes negotiate too much value away to arr...
negotiation leverage xbox
Negotiating with your Kids
#negotiation
#leverage
#xbox
How NOT to Negotiate in China

by - Dr Bob March

Overview In 1998 Simon Turner worked for Bassano, a large Australian women's wear company with eighteen retail outlets across Austra...
Negotiation Rapport

When two or more parties achieve an agreement through the building of trust, establish a friendly relationship, or have a sense ...
How to Build Client Business Relationships

by - Keith Peel

A top tier accounting firm was busy celebrating another year of fee income growth from one of its most important audit clients, a hug...
Subtle Aggression - Castle
Attacking at War Negotiation
#subtle
#aggression
#castle
Unequal Indonesian Foreign Negotiations

When two parties enter into an unequal negotiation, in terms of the negotiation power they bring to the table, the interests or goals...
Purchase Order Financing

The assignment of purchase orders by a business to a third party who accepts responsibility for billing and collecting from buyers ...
21 Fun Stress Releases and How to Negotiate them

If you work in IT, and you're not experiencing stress on the job, consider yourself lucky - very lucky. In a 2006 stress survey, 97% ...
Agenda Power
Negotiation Agenda Planning
#agenda
#power
Win-win Negotiation Badly Executed
Win-Win Negotiation Badly Executed

In trying to create win-win negotiation agreements, one of the biggest mistakes made by negotiators is to deal with the issues on an ...
Negotiation Procurement Solution

Business services provided by internal specialists or external vendors or consultants. Procurement Solutions includes skills develo...
Getting to Yes
Getting to Yes (book review)

by - Roger Fisher & William Ury

'Getting to Yes - Negotiating Agreement Without Giving In' by Roger Fisher and William Ury was first published in 1981 and has become...
The Fixed Pie Syndrome in Union Negotiation

The mythical fixed pie syndrome is one of those bizarre anomalies that still persistently seep stealthily into the minds of the large...
Negotiation Principal

The primary decision making authority in a negotiation. Third party agents will often represent the interests or objectives of a pr...
Gender Benders

by - Dianna Booher

Gender Negotiation Communication Style Differences: Women Little did we know that the communication differences we experienced as ch...
Illustration of a long shadow China flag with the text HOT PRICE
Chinese Negotiation Training on Sales Price

by - Dr Bob March

Sales Negotiation Overview K. G. Marwin Inc. developed a particular technology in the 1980s, called the Trilliamp Process, that the ...
Negotiation Position

Negotiators' positions are the things they demand you give them and also the things that they refuse to provide you with. Negotiati...
8 Effective Negotiation Training Skills

We learn a lot from school and later skills training, but the truth is that unless we learn the most important lessons and can apply ...
Third Party Agents - Forgery word cloud concept with fraud false related tags
Third Party Agents

Third party agents are often used to represent our interests in the negotiation process. We use them as we believe that their experti...
Negotiation

An interactive process between two or more parties seeking to find common ground on an issue or issues of mutual interest or disput...
Internal Negotiations: Supporting the External Deal

by - Richard Morse

Considerable effort is given to negotiation training and preparation by negotiators in their external negotiation interactions with c...
The Price of Giving Face in China

by - Dr Bob March

Overview Chando, a Chinese shipbuilder, had agreed to change the main engine in a ship it was building for the Danish shipowner Dans...
Multiple Offers

A technique sometimes employed to offset the possibility of anchoring in an integrative negotiation. Multiple offers are two or mor...
Successfully Negotiating International Business Contractual Agreements

Western business people are often in too much of a hurry, and rush into making a deal. In international partnerships, we should spend...
Competitive Conflict Escalation
Competitive Business Conflict Escalation

Competition is clearly a healthy means to increase sales for any business. It is essential because it provides a stimulus for a compa...
Multi Party Negotiation

A negotiation that involves more than two negotiating parties in a negotiation.
First Moves in Negotiating Global Agreements

Comparing local negotiations to global negotiations with a prospective foreign partner, is like trying to compare a game of chequers ...
Negotiation Alliances
Negotiation Alliances

In multiparty negotiations, the negotiation power, or the position of one negotiating party, can be enhanced or weakened by making al...
Merger and Acquisition Negotiation

A negotiation process conducted for the merger or joining of two companies into a single business entity, or the outright purchase ...
Corporate Negotiation Strategy Check-List (Part 2)

by - Steven Roberts

This article is a continuation from Pre-Negotiation Strategy Check List Part 1. These are the remainder of factors that corporate neg...
Negotiation Overconfidence

Successful business managers need to possess a high level of confidence to succeed and meet the many challenges they face in a fast p...
Mediation

Mediation usually consists of a negotiation process that employs a ‘mutually agreed’ upon third party to settle a dispute betwe...
Pre-Negotiation Strategy Plan CheckList (Part 1)

To perform well, and perform well consistently, we must first learn to prepare. Ask any athlete who spends countless tedious hours pr...
China business relationships case
Chinese Business Negotiations' 'Guanxi'

by - Dr Bob March

A well-known, government-owned, five-star hotel in Beijing owns an associated marketing company called High Jewel Marketing. With bra...
Majority Rule

A concept often employed in ‘Group’ or ‘Multi Party’ negotiations to achieve consensus or agreement. As the term implies, a...
Price Tactics for Win-Lose Negotiations

There are some terms that need to be understood when you are involved in one-on-one negotiations. These are negotiations that pit two...
Distributive Negotiation Settlement

A distributive negotiation will focus on the division of a set amount of resources, largely determined by the aspiration price (the m...
Lose-Win Negotiation

This term refers to a distributive negotiation whereby one party’s gain is another party’s loss. Both parties are competing to ...
Multiparty Negotiations (part 2)

Now that we have considered all the challenges that can be posed by multiparty negotiations in Multi-Party Negotiations (part 1), let...
VW's Long-Term Negotiation Thinking pays off in China

by - Dr Bob March

Negotiation Overview At the time this case was written, Volkswagen (VW) was the first foreign overseas car-maker in China to have be...
Lose-Lose Negotiation

A negotiation result where all parties to a negotiation leave resources or gold on the table at the conclusion of a negotiation and...
Multi-Party Negotiations (part 1)

Many business partnerships that are forged in today's increasingly specialised business milieu, often involves 3 or more partners who...
Political Impact on Global Negotiations

Negotiators have a general understanding of their own local political environment. They are raised in a business milieu that clearly ...
Negotiation Logrolling

A negotiation exchange that involves making negotiation concessions or the ‘trading-off’ of issues so as to maximise on each...
Group Negotiations

When you have a group of managers sitting in a boardroom, you could be reminded of ancient Roman days, when two or more robed members...
Foreign Currency Contract Agreement Risks

When a negotiator embarks on an negotiating an international agreement with a foreign partner, they have to give serious consideratio...
Litigation

A formalised legal process to resolve a dispute through legal action in the form of a lawsuit. It often entails a contractual iss...
Negotiation Place: Does Turf Matter?

by - Marty Latz

At the close of the day, I was escorted into his corner office. He was the managing partner of the law firm, and he sat behind a huge...
Union Constituency Authority Limits

Union negotiators may find that the authority limits they are authorised to observe in a collective bargaining labour negotiation on ...
Joint Venture Agreement

A contractual agreement between two or more business partners to assume a common business strategy on a project. All partners ge...
Business Contract Agreement Advice

Once upon a time, business people would seal a transaction with nothing more than a robust grasp of arms or a firm handshake. When th...
The Importance of Business Communications (Japan Negotiation)

The importance of keeping the lines of communication open with your business partners cannot be overemphasized. Both our domestic par...
Internal Negotiation

A process that occurs between two or more members or colleagues of the same company, organization or constituency. Colleagues ne...
Business Negotiation Preparation

All good negotiation plans are premised on good strategy and adapting our tactics to meet new challenges. Strategy is not based on gu...
Success in China - The Celanese Joint Venture

by - Dr Bob March

Disclaimer: It is against the The Negotiation Experts' principles to offer its services to the tobacco industry. This Celanese case s...
Negotiation Interests

Negotiation interests are considered to be the motivating factor(s) and underlying reasons behind the ‘negotiation position’ ad...
Getting them to the Negotiation Table

We have a vision that's going to set the world on fire and make us appear like a hero, if we can pull it off. What if the other negot...
Integrative Framework

A means of negotiation decision making to conceptualise the actions, contingencies of all possible outcomes, options and scenari...
Building Trust in your Business Negotiation Relationships

Businesses' long term success can be judged by the extent to which they build and nurture their relationships. Every business is depe...
Initial Public Offering (IPO)

A company's first sale of stock to the public. The IPO is usually tendered, but not always, by those of young, smaller companies...
Morals, Ethics & Feelings in Negotiation

One of my clients, a real estate developer, contacted me about a problem concerning a ten floor office building he was looking to ren...
Hostage Negotiation

A negotiation conducted between law enforcement agencies, diplomatic or other government representatives for the release of a pe...
How to Boost your Business' Negotiation Skills

We learn by doing, and by doing, we can learn even more. Makes sense doesn't it? When we stop learning, we become like the dog franti...
Negotiation Haggling

Haggling means to negotiate, argue, bargain or barter about the terms of a business transaction, usually focussing on the purchase ...
Breaking Barriers to Business Negotiation Agreements

'You may be deceived if you trust too much, but you will live in torment if you don't trust enough' Frank Crane How in the world can...
Negotiation Framing

A means to process and organise information. A frame provides a perspective of the problems or issues for a decision maker. One can...
Negotiation Attitudes & Behaviours - from Failure to Success

by - Jonathan Sims

Negotiating behaviour is primarily determined by mental attitudes. If we are to excel in negotiation, as in other fields of endeavour...
Negotiation Facilitator

This is usually a mutually agreed upon neutral third party to lead a complex meeting of two or more parties involved in a negoti...
Boost your Negotiation Listening Skills

'Do you hear what I hear?' That's the flashing, neon question mark at crucial moments in our negotiations. When negotiators gather to...
Distributive Negotiation

A distributive negotiation type or process that normally entails a single issue to be negotiated. The single issue often involve...
Where Will You Draw The Line in Negotiations?

Probably everyone has seen some version of the tousled haired child, daring anyone to cross a line he has drawn in the sand. We use w...
Debt Negotiation

A negotiation process where the debtor negotiates the amount, timing and any other terms of a loan such as arrears, liability, o...
Using Interpreters in International Negotiations

'It must have got lost in the translation'. This is not something an international business negotiator wants to use as a lame excuse ...
Counter Trade Agreement

An international trade arrangement with a foreign business partner. A barter system whereby the parties agree to exchange, or pur...
The Unethical Side of Negotiation

'The pure and simple truth is rarely pure and never simple' - Oscar Wilde Welcome to the dark side! We are about to open the proverb...
Negotiation Counterparty

In a negotiation, a counterparty (counterparties – plural) is the other representatives(s) of the other negotiation party(s) w...
Negotiating with 8 golden steps, the agreement table

People never plan to fail, but they often fail to plan. This is a sensible and shrewd maxim which has dogged many business owners sin...
Negotiation Constituent

A constituent is someone or a group on the same side of the negotiating party but who exerts an independent influence on the out...
Negotiation Approaches and Perspectives

'It is human nature to think wisely and act foolishly' Anatole France The worst mistakes are the ones we know we should've avoided i...
Negotiation Concessions

Negotiation Concessions are also sometimes referred to as ‘trade-offs’ where one or more parties to a negotiation engage in ...
Use Your Negotiation Style - Don't Let It Use You

In our approach to both our personal and professional lives, everybody has their own unique style when dealing with problem solving, ...
Common Ground

This term refers to the area of agreement or a basis for an understanding, that is mutually agreed upon by all parties to a negot...
Being Culturally Intelligent

by - Dr. Bob March

"WHEN IN JAPAN, BEHAVE AS THE JAPANESE DO" - IS THAT REALLY BEING CULTURALLY INTELLIGENT? Deciding on the right nuance of cultural...
Collective Bargaining

A negotiation process that occurs between employers (or their representatives) and the representatives of a union to negotiate issu...
The Zone of Possible Agreement (ZOPA)

ZOPA might almost sound like a foreign word for a cheer of joy, or maybe even a new and exciting soft drink about to splash the marke...
Negotiation Coalition

A temporary union between two or more individuals or groups for a common aim or goal. A relatively common practice utilized in m...
Avoiding Common Pitfalls during Negotiations in China

Western business people are flocking to the Far East. China has clearly become one of the most sought after places that offer a near ...
BATNA

BATNA is an acronym popularised by Roger Fisher and William Ury which stands for  'Best Alternative to a Negotiated Agreement'. BA...
Knowing When It's Time to Walk-Not Talk

"A long dispute means both parties are wrong." Voltaire Knowing when and how to negotiate is one thing. Knowing when not to negotiat...
Counter Purchase

An arrangement where one company (the seller), agrees to sell products or services to a foreign purchaser, but also simultaneous...
Principal and Agents in Negotiation

In negotiations, you have to know who's sitting at the table. Some of these individuals can make binding decisions on the spot. In ma...
Negotiation Bargaining Zone

Your Bargaining Zone is the range or area in which an agreement is satisfactory to both negotiating parties. The bargaining zone is...
Japanese Business Negotiation Relationships with Westerners

by - Dr. Bob March

A discovery from my 1980s consulting and training work in Japan, was that Westerners in business meetings with Japanese were generall...
Aspiration Base

Setting the highest achievable negotiation target level in terms of goals or objectives to conclude a negotiated agreement.
Building Trust with the Japanese

by - Dr. Bob March

Japanese believe, once the first contacts, and introductions are completed, the next stage involves the development of trust through ...
Arbitration

A process to resolve a dispute between negotiating parties who have reached a deadlock in their negotiation. The parties in dispu...
Negotiation Interests and Positions

When two people take opposing sides on any particular issue in a dispute, they both often refuse to budge from their divergent viewpo...
Negotiation Anchoring

Anchoring is an attempt to establish a reference point (anchor) around which a negotiation will revolve and will often use this ref...
Your Ideal Negotiation Meeting Location

by - Jonathan Sims

The question as to where a negotiation should ideally take place is a critical one and gives rise to both well-thought advice and kne...
Negotiation Bargaining

Bargaining is a simple form of distributive negotiation process which is both competitive and positional. Bargaining doesn't seek...
Ways to rationalize a stalled negotiation

Everything at the office was moving smoothly along until a nasty little hurricane decided to tear a hole in your supply line. In a ti...
Winners Curse

Occurs when an under aspiring negotiator sets their target or aspirations (goals or objectives) too low at the outset of a negot...
Sales Team Negotiation Training: Customised Case Studies

by - Dr. Bob March

The Negotiation Experts makes extensive use of case studies and customised role playing in training sales negotiation teams. Simulati...
Integrative Negotiation

Integrative negotiation is often referred to as 'win-win' and typically entails two or more issues to be negotiated. It often in...
Frameworks in Negotiations

Preparing for a negotiation can be equated to a couple coming together to build their dream house. Each will have different ideas and...
Negotiation Agent

A person who acts for or in place of another individual or entity as their representative in a negotiation with a third party. A...
Resolving Interpersonal Conflicts

Resolving interpersonal conflicts in the workplace is a healing process often utilized by management, but it is also a powerful tool ...
Negotiating Skills give you options in the Furniture Store

by - Marty Latz

"Let me propose a few options, each of which would be acceptable to us" I said to the furniture store manager in our negotiation. "E...
Improve your Employees' Negotiation Skill Outcomes

by - David Wachtel

If your company is like the majority of companies today, you are looking at the bottom line seeking for ways to improve results. The ...
Public Leverage in Negotiation Outcomes

by - Marty Latz

Seldom does a day go by that I don't read in a newspaper about a high-profile negotiation. Perhaps it is a union picketing when talks...
Gender Differences in Negotiations

by - Charles B. Craver

In their book Women Don’t Ask (2003), Linda Babcock and Sara Laschever remark that while 57 percent of male Carnegie Mellon graduat...
Dealing With Your Emotions in Negotiations

Many negotiations, due to their nature, can create and foster strong negative emotions. Where individuals meet to primarily promote t...
Dispelling Negotiation Myths

by - Henry H. Calero

After Gerard L. Nierenberg authored The Art of Negotiating in 1968. Since then, many books on negotiating followed including the ones...
A New ICON for Negotiation Advice

by - Grande Lum and Anthony Wanis-St. John

Finding Agreement in a Negotiation Two decades after the original publication of Getting to YES, by Roger Fisher and William Ury, th...
Positive & Negative Impact Influences on Negotiation Results

by - Radu Ionescu

Negotiation can be considered a tool that assists parties to obtain an agreement based on their interests. Ultimately however, what w...
Authority Limits Tactic

by - Michael Schatzki

Tactics are perhaps one the most significant tools we employ in the negotiating process. But tactics don't often leap out at you whil...
Power Negotiation Principles & Techniques

by - Roger Dawson

The manner in how you behave during a negotiation can have a dramatic impact on the outcome. I've been teaching negotiating to busine...
Price Negotiation Techniques: How to Ask For More

by - Roger Dawson

One of the most important rules to remember about the concept of Power Negotiating is that you should always ask the other side for m...
Aspirations, Anchoring, and Negotiation Result

by - Charles B. Craver

When people prepare for negotiations, they spend considerable time thinking about the factual issues, the legal doctrines, the econom...
Sales Negotiation Process Tips

by - Mike Schatzki

How many times have you heard: "You've got to lower your price by 10% or we will have no choice but to go with your competition."...
Collaborative Negotiation Selling Training

by - Tony Alessandra

Sales Training The world of business has altered and continues to change dramatically and rapidly on a regular basis. Markets have s...
Negotiation Blunders: Allowing Yourself to be Double-bracketed

by - Richard G. Halpern

If you're a plaintiff's attorney, you have likely participated in a bracketing-based negotiation at some point in your career. Either...
How to Negotiate Price for Sales

by - David Wachtel

Two sisters have a single orange. Like two well raised sisters, they decide to divide the orange in half. One sister takes the orange...
Winning through others' Negotiating Social Styles

by - Peter B. Stark and Jane Flaherty

Successful negotiators have a positive vision of their success. They fully understand their subject matter and have a firm grasp of t...
Don't Fall Victim to the Competitive Negotiation Style

by - Marty Latz

Do nice negotiators have a tendency to finish last - or "lose" more often - in their negotiations? And if so, how can they protect t...
Buyer Advice for Real Estate Negotiations

by - Marty Latz

Buy and Sell Real Estate A real estate investor came up to me one day and asked me, "How can you negotiate the best possible deals a...
negotiator styles in bargaining
Negotiator Styles in Bargaining

by - Charles Craver

I. INTRODUCTION Attorneys and business people negotiate perpetually. They negotiate within their own organizations, with prospective...
Three Reasons Why Negotiators Fail

by - Derrick Chevalier

While volumes have been written on negotiating tactics, techniques, and strategies, relatively little is written on the reasons negot...
HR Leading through Persuasion & Influencing

You might wonder whether you are playing the role of Atlas with all those corporate responsibilities that have been thrust upon your ...
Deceptive Negotiation Gambits and Counter Measures

Not everybody plays the game by the golden rules, and even though we know this self-evident but bold reality as the plain simple trut...
The art and science of negotiation
The Art and Science of Negotiation (book review)

by - Howard Raiffa

The Art and Science of Negotiation takes a novel and bold approach to the negotiation problem from two perspectives. The title itself...
What Every Negotiator Must Know Before they Negotiate

'Ignorance is Bliss' and 'Look before you leap' are old proverbs that occasionally haunt all too many of us. We side step some of our...
Negotiation Success: How To Evaluate & Measure

by - Marty Latz

"How can we evaluate the negotiation ability of our managers, sales people and others who negotiate on behalf of our company?" I was ...
Creative Strategies To Solve Negotiation Problems

'Ideas are the root of creation' Ernest Dimnet We evolved because we were able to stand up and see above the tall, swaying grass. We...
Books: Learning to Negotiate with the Japanese

by - Dr. Bob March

Books on doing business with the Japanese age quickly, because the country itself has always been changing quickly. Facts and statist...
Setting The Climate For A Non-Confrontational Negotiation

by - Roger Dawson

What you utter in the first few moments of a negotiation frequently sets the tone of the negotiation. The other person quickly gets a...
negotiating rationally
Negotiating Rationally (book review)

by - Max Bazerman and Margaret Neale

Negotiating Rationally is exactly what the title purports the book to be about. Written in three parts, each section takes the reader...
The Global Negotiator
The Global Negotiator - Making, Managing, and Mending Deals around the World in the twenty-first Century (book review)

by - Jeswald W. Salacuse

'The Global Negotiator' is a knowledgeable and practical guide for any business that is either considering or already involved with t...
the mind and heart of the negotiator
The Heart and Mind of the Negotiator (book review)

by - Professor Leigh Thompson

The author is a recognized and distinguished Professor of Management and Organizations at the Kellogg Graduate School of Management a...
Negotiate like a Gambler

by - John Di Frances

Knowing When to Walk from a Business Negotiation Most executives delight in upcoming business negotiating sessions with about the sa...
Credibility: 5 Ways To Make People Believe You

by - Roger Dawson

Negotiation Credibility The absolute cornerstone of your ability to persuade, rests largely upon the level of negotiation credibilit...
harvard business essentials - negotiation
Harvard Business Essentials - Negotiation (book review)

by - Michael Watkins

'Negotiation' is part of a series of books produced by the Harvard Business School. This book is well written and uses simple languag...
power and negotiation
Power and Negotiation (book review)

by - I. William Zartmen & Jeffrey Z. Rubin, Editors

This book is the seventh of a series which has been developed and edited by the Program on the Processes of International negotiation...
Practical Ethics: Four Paths to Greater Virtue

by - Frank Bucaro

Negotiation Ethics It is no surprise to me that, in this time of comprised ethics and values, there are an ever increasing number of...
How Time Pressure Affects The Outcome Of A Negotiation

by - Roger Dawson

In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's ...
negotiations
Negotiation (2nd Edition - book review)

by - Roy J. Lewicki, Joseph A. Littner, John W. Minton, David M. Saunders

Negotiation 2nd Edition is a must read for both the novice and the professional who engages in negotiation. This book is packed with ...
How to Succeed When Working With Tactical Negotiators
How to Succeed When Working With Tactical Negotiators

by - David Wachtel

The top priority that people have in negotiating sessions I teach, is dealing with tactical, positional negotiators. Students will pr...
Ask Clever Questions in Your Negotiations

Do you use and can you tell the various types of negotiation questions apart? How often can you tell when your chain is being pulled,...
Negotiating Foreign Currency Exchange Agreements (Part 2)

The other foreign currency challenge that can cause us to scratch our heads while our faces screw up in a perplexed frown is how to m...