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Resources
Resources

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 ...
Negotiation Alliances
Negotiation Alliances

In multiparty negotiations, the negotiation power, or the position of one negotiating party, can be enhanced or weakened by making al...
Merger and Acquisition Negotiation

A negotiation process conducted for the merger or joining of two companies into a single business entity, or the outright purchase ...
Corporate Negotiation Strategy Check-List (Part 2)

by - Steven Roberts

This article is a continuation from Pre-Negotiation Strategy Check List Part 1. These are the remainder of factors that corporate neg...
Negotiation Overconfidence

Successful business managers need to possess a high level of confidence to succeed and meet the many challenges they face in a fast p...
Mediation

Mediation usually consists of a negotiation process that employs a ‘mutually agreed’ upon third party to settle a dispute betwe...
Pre-Negotiation Strategy Plan CheckList (Part 1)

To perform well, and perform well consistently, we must first learn to prepare. Ask any athlete who spends countless tedious hours pr...
China business relationships case
Chinese Business Negotiations' 'Guanxi'

by - Dr Bob March

A well-known, government-owned, five-star hotel in Beijing owns an associated marketing company called High Jewel Marketing. With bra...
Majority Rule

A concept often employed in ‘Group’ or ‘Multi Party’ negotiations to achieve consensus or agreement. As the term implies, a...
Price Tactics for Win-Lose Negotiations

There are some terms that need to be understood when you are involved in one-on-one negotiations. These are negotiations that pit two...
Distributive Negotiation Settlement

A distributive negotiation will focus on the division of a set amount of resources, largely determined by the aspiration price (the m...
Lose-Win Negotiation

This term refers to a distributive negotiation whereby one party’s gain is another party’s loss. Both parties are competing to ...
Multiparty Negotiations (part 2)

Now that we have considered all the challenges that can be posed by multiparty negotiations in Multi-Party Negotiations (part 1), let...
VW's Long-Term Negotiation Thinking pays off in China

by - Dr Bob March

Negotiation Overview At the time this case was written, Volkswagen (VW) was the first foreign overseas car-maker in China to have be...
Lose-Lose Negotiation

A negotiation result where all parties to a negotiation leave resources or gold on the table at the conclusion of a negotiation and...
Multi-Party Negotiations (part 1)

Many business partnerships that are forged in today's increasingly specialised business milieu, often involves 3 or more partners who...
Political Impact on Global Negotiations

Negotiators have a general understanding of their own local political environment. They are raised in a business milieu that clearly ...