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Resources
Resources

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 RFT RFQ RFP RFI?

by - Suki Mhay & Calum Coburn

Clients and newsletter readers have asked that we demystify the meaning behind each of the following procurement terms: RFI, RFQ, RFT...
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
Contract Renegotiation with the Chilean Government

In the 1960’s Kennecott (Rio Tinto), a U.S. company, was about to enter into renegotiation over its contract with the government of...
Negotiation Walk Away

Negotiation Walk away is the alternative that a negotiator will act on if they are not successful in a negotiation. A walk away ...
Negotiating with a Power Imbalance

by - Matthew

Whilst integrative negotiation will be generally less effective where there is a significant imbalance in negotiation power between the pa...
Job Offer Negotiation Advice

One of the most exciting experiences we can face in life is the prospect of starting a new job. We can literally feel the buzz as anx...