M 4

Resources
Resources

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...