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Resources
Resources

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 ...