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Resources
Resources

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. It is ou...
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 ...