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Resources
Resources

21 Fun Stress Releases and How to Negotiate them

If you work in IT, and you're not experiencing stress on the job, consider yourself lucky - very lucky. In a 2006 stress survey, 97% ...
Agenda Power
Negotiation Agenda Planning
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Win-win Negotiation Badly Executed
Win-Win Negotiation Badly Executed

In trying to create win-win negotiation agreements, one of the biggest mistakes made by negotiators is to deal with the issues on an ...
Negotiation Procurement Solution

Business services provided by internal specialists or external vendors or consultants. Procurement Solutions includes skills develo...
Getting to Yes
Getting to Yes (book review)

by - Roger Fisher & William Ury

'Getting to Yes - Negotiating Agreement Without Giving In' by Roger Fisher and William Ury was first published in 1981 and has become...
The Fixed Pie Syndrome in Union Negotiation

The mythical fixed pie syndrome is one of those bizarre anomalies that still persistently seep stealthily into the minds of the large...
Negotiation Principal

The primary decision making authority in a negotiation. Third party agents will often represent the interests or objectives of a pr...
Gender Benders

by - Dianna Booher

Gender Negotiation Communication Style Differences: Women Little did we know that the communication differences we experienced as ch...
Illustration of a long shadow China flag with the text HOT PRICE
Chinese Negotiation Training on Sales Price

by - Dr Bob March

Sales Negotiation Overview K. G. Marwin Inc. developed a particular technology in the 1980s, called the Trilliamp Process, that the ...
Negotiation Position

Negotiators' positions are the things they demand you give them and also the things that they refuse to provide you with. Negotiati...
8 Effective Negotiation Training Skills

We learn a lot from school and later skills training, but the truth is that unless we learn the most important lessons and can apply ...
Third Party Agents - Forgery word cloud concept with fraud false related tags
Third Party Agents

Third party agents are often used to represent our interests in the negotiation process. We use them as we believe that their experti...
Negotiation

An interactive process between two or more parties seeking to find common ground on an issue or issues of mutual interest or disput...
Internal Negotiations: Supporting the External Deal

by - Richard Morse

Considerable effort is given to negotiation training and preparation by negotiators in their external negotiation interactions with c...
The Price of Giving Face in China

by - Dr Bob March

Overview Chando, a Chinese shipbuilder, had agreed to change the main engine in a ship it was building for the Danish shipowner Dans...
Multiple Offers

A technique sometimes employed to offset the possibility of anchoring in an integrative negotiation. Multiple offers are two or mor...
Successfully Negotiating International Business Contractual Agreements

Western business people are often in too much of a hurry, and rush into making a deal. In international partnerships, we should spend...
Competitive Conflict Escalation
Competitive Business Conflict Escalation

Competition is clearly a healthy means to increase sales for any business. It is essential because it provides a stimulus for a compa...
Multi Party Negotiation

A negotiation that involves more than two negotiating parties in a negotiation.
First Moves in Negotiating Global Agreements

Comparing local negotiations to global negotiations with a prospective foreign partner, is like trying to compare a game of chequers ...