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Resources
Resources

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