M 4

Resources
Resources

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...