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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.

Collective Bargaining

A negotiation process that occurs between employers (or their representatives) and the representatives of a union to negotiate issues that consists of wages, hours of work and other conditions of employment. Normally results in a written
The Zone of Possible Agreement (ZOPA)

ZOPA might almost sound like a foreign word for a cheer of joy, or maybe even a new and exciting soft drink about to splash the marketplace. It's neither but if you have a wide ZOPA in your negotiation, it's nearly as sweet. Negotiation ZOPA stands
Negotiation Coalition

A temporary union between two or more individuals or groups for a common aim or goal. A relatively common practice utilized in multi-party negotiations, used to gain advantage in the negotiation. Coalitions are more common when negotiators'
Avoiding Common Pitfalls during Negotiations in China

Western business people are flocking to the Far East. China has clearly become one of the most sought after places that offer a near endless source of potential market growth. For many westerners, the eastern part of the world is a place steeped
BATNA

BATNA is an acronym popularised by Roger Fisher and William Ury which stands for 'Best Alternative to a Negotiated Agreement'. BATNA answers the question: 'What would you do if you weren't able to agree a deal with your negotiation counterparty?'
Knowing When It's Time to Walk-Not Talk

"A long dispute means both parties are wrong." Voltaire Knowing when and how to negotiate is one thing. Knowing when not to negotiate at all, is an altogether different matter. Every savvy negotiator is aware that there are times to break off
Counter Purchase

An arrangement where one company (the seller), agrees to sell products or services to a foreign purchaser, but also simultaneously agrees to purchase specified products or services from the foreign partner. Also known as parallel bartering
Principal and Agents in Negotiation

In negotiations, you have to know who's sitting at the table. Some of these individuals can make binding decisions on the spot. In many other situations, the people involved represent the decision makers. They may have only limited authority.
Negotiation Bargaining Zone

Your Bargaining Zone is the range or area in which an agreement is satisfactory to both negotiating parties. The bargaining zone is essentially the overlap area between walk away positions in a negotiation.
Japanese Business Negotiation Relationships with Westerners

by - Dr. Bob March

A discovery from my 1980s consulting and training work in Japan, was that Westerners in business meetings with Japanese were generally more ill at ease, uncomfortable and awkward than were the Japanese. This went so much against the stereotypes
Aspiration Base

Setting the highest achievable negotiation target level in terms of goals or objectives to conclude a negotiated agreement.
Building Trust with the Japanese

by - Dr. Bob March

Japanese believe, once the first contacts, and introductions are completed, the next stage involves the development of trust through deeper knowledge of what the Westerners have to offer. How we handle ourselves as business people and managers,
Arbitration

A process to resolve a dispute between negotiating parties who have reached a deadlock in their negotiation. The parties in dispute are referred to a ‘third party’, which is one that is either agreed upon by the parties in dispute, or as
Negotiation Interests and Positions

When two people take opposing sides on any particular issue in a dispute, they both often refuse to budge from their divergent viewpoints. The end result is a stalemate. If a solution is found then both will win, which we call a win-win negotiation
Negotiation Anchoring

Anchoring is an attempt to establish a reference point (anchor) around which a negotiation will revolve and will often use this reference point to make negotiation adjustments. Anchoring often occurs when the first offer is presented at
Your Ideal Negotiation Meeting Location

by - Jonathan Sims

The question as to where a negotiation should ideally take place is a critical one and gives rise to both well-thought advice and knee-jerk reactions. The most widely held belief taught on most sales negotiation courses and buyer negotiation
Negotiation Bargaining

Bargaining is a simple form of distributive negotiation process which is both competitive and positional. Bargaining doesn't seek to create value, but instead focuses on negotiators claiming value. Bargaining very often revolves around
Ways to rationalize a stalled negotiation

Everything at the office was moving smoothly along until a nasty little hurricane decided to tear a hole in your supply line. In a time of short supply and high demand, your main supplier is sitting across from you at your desk. He is poking his
Winners Curse

Occurs when an under aspiring negotiator sets their target or aspirations (goals or objectives) too low at the outset of a negotiation and is granted an immediate agreement by their negotiating counterpart.
Sales Team Negotiation Training: Customised Case Studies

by - Dr. Bob March

The Negotiation Experts makes extensive use of case studies and customised role playing in training sales negotiation teams. Simulating commercial selling negotiation training scenarios customised to our client's business reality