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Resources

We hope that business negotiators find what they're searching for in our free resources. This is the next best thing to coming on one of our negotiation seminars.

Building Trust in your Business Negotiation Relationships
Businesses' long term success can be judged by the extent to which they build and nurture their relationships. Every business is dependent on their internal and external relationships, between groups and individuals. We have suppliers, customers, clients, employees, collective bargaining unions, local communities and many more. Whether we realise it or not, we interact with these groups and individuals through our relationships with them. So how do we keep these relationships
Negotiation Framing
Negotiation Framing [ni-goh-shee-ey-shuh n] [frey-ming] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationFraming.mp3
Morals, Ethics & Feelings in Negotiation
One of my clients, a real estate developer, contacted me about a problem concerning a ten floor office building he was looking to rent. He was negotiating with a potential client, A, about renting 7 floors of the building. They almost had reached a deal but the draft of the contract was at A's office for approval. There had been no reply for a month. Meanwhile, another potential client B approached the developer about leasing the whole building at a higher rent than client A proposed
Negotiation Facilitator
Negotiation Facilitator [ni-goh-shee-ey-shuh n] [fuh-sil-i-tey-ter] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationFacilitator.mp3
How to Boost your Business' Negotiation Skills
We learn by doing, and by doing, we can learn even more. Makes sense doesn't it? When we stop learning, we become like the dog frantically chasing its tail, spinning around and going nowhere. Our business cannot be allowed to become like a stagnant pond, that surrenders to erosion and eventually disappears into the ever-changing landscape either. A business thrives by remaining vibrant and adapting to the whirlwind of changes that challenge us as managers. We upgrade our equipment
Distributive Negotiation
Distributive Negotiation [dih-strib-yuh-tiv] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/DistributiveNegotiation.mp3
Breaking Barriers to Business Negotiation Agreements
'You may be deceived if you trust too much, but you will live in torment if you don't trust enough' Frank Crane How in the world can we ever have hope to extend our civilisation to soaring heights, poised to caress the distant stars, without cooperating with each other? A business that toils away in isolation, in today's churning and ever evolving global world of dynamic commerce, will likely shrivel and perish with barely a noticeable whimper. There are many reasons why negotiations
Debt Negotiation
Debt Negotiation [det] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/DebtNegotiation.mp3
Negotiation Attitudes & Behaviours - from Failure to Success
by - Jonathan Sims
Negotiating behaviour is primarily determined by mental attitudes. If we are to excel in negotiation, as in other fields of endeavour, we must delve deeper than the process itself. If we study a process, we might become more competent car drivers, average guitar strummers, 15 minute-mile joggers or bearable after-dinner speakers. If you're pleased with achieving 45%, 50% or 55% of what's on the table, then you can settle comfortably in your comfort zone. Achieving excellence
Counter Trade Agreement
Counter Trade Agreement [koun-ter] [treyd] [uh-gree-muh nt] https://www.negotiations.com/wp-content/uploads/migration/sounds/CounterTradeAgreement.mp3
Boost your Negotiation Listening Skills
'Do you hear what I hear?' That's the flashing, neon question mark at crucial moments in our negotiations. When negotiators gather together after hearing someone speak, we discover that we often recall somewhat dissimilar versions about what was said. People digest what others tell them and provide their own unique interpretation about what was said to them. We're typically overconfident of having correctly heard the speaker. If someone were to tell you that you have to hone-up
Negotiation Counterparty
Negotiation Counterparty [ni-goh-shee-ey-shuh n] [koun-ter-pahr-tee] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationCounterparty.mp3
Where Will You Draw The Line in Negotiations?
Probably everyone has seen some version of the tousled haired child, daring anyone to cross a line he has drawn in the sand. We use words to sketch imaginary lines to warn of an imaginary red flag boundary where we will not be pushed any further. Tolerance limits appear and are applied everywhere in our daily lives. From borders to production expectations, from curfews when we were hormone driven teens, to how much we are willing to pay for a used auto. We set limits to add definition
Negotiation Constituent
Negotiation Constituent [ni-goh-shee-ey-shuh n] [kuh n-stich-oo-uh nt] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationConstituent.mp3
Using Interpreters in International Negotiations
'It must have got lost in the translation'. This is not something an international business negotiator wants to use as a lame excuse when an important deal collapses. Or to have our angry CEO, with beet-red face, waving a lawsuit from our foreign counterpart, and demanding to know what happened. Even worse if it just happens to be a rainy Monday morning, you just know that this is not going to be one of your better weeks. While a great many of our hard won international deals are conducted
Negotiation Concessions
Negotiation Concessions [ni-goh-shee-ey-shuh n] [kuh n-sesh-uh ns] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationConcessions.mp3
The Unethical Side of Negotiation
'The pure and simple truth is rarely pure and never simple' - Oscar Wilde Welcome to the dark side! We are about to open the proverbial can of worms. This is not going to be a moralising sermon, but you are going to be asked to look inside and find out where you stand. It's unlikely you lived thus far without being 'taken for a ride', or duped by someone. Who has made it this far in life life without telling a lie? Even if it's only one of those little 'white lies', which many people accept as
Common Ground
Common Ground [kom-uh n] [ground] https://www.negotiations.com/wp-content/uploads/migration/sounds/CommonGround.mp3
Negotiating with 8 golden steps, the agreement table
People never plan to fail, but they often fail to plan. This is a sensible and shrewd maxim which has dogged many business owners since time immemorial. It's the prime reason why so many intrepid enterprises fail so miserably, despite the determined if not heroic efforts of their proud owners. A grand idea had illuminated their hopes and they thought or assumed they couldn't fail. They crashed into a stark reality when their ledgers bled the colour red, and consequently, the life
Collective Bargaining
Collective Bargaining [kuh-lek-tiv] [bahr-guh-ning] https://www.negotiations.com/wp-content/uploads/migration/sounds/CollectiveBargaining.mp3