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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.

Negotiation Approaches and Perspectives
'It is human nature to think wisely and act foolishly' Anatole France The worst mistakes are the ones we know we should've avoided in the first place. Yet, we will occasionally err because we are infallibly human. The best thing we can do is to try and recognise those errors that are most avoidable. When sitting down at the negotiating table, it might be a good idea to get ourselves into the habit of going through a mental checklist. This is the time to lean back and take a reality check.
Negotiation Coalition
Negotiation Coalition [ni-goh-shee-ey-shuh n] [koh-uh-lish-uh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationCoalition.mp3
Use Your Negotiation Style - Don't Let It Use You
In our approach to both our personal and professional lives, everybody has their own unique style when dealing with problem solving, dispute resolutions, or negotiations. Our individual personalities were formed early in our childhood, tempered and sculpted by a lifetime from coping with the raw experience of life. Every situation that we face acts as a teaching aid. We learn to adapt our own unique style in tackling any future problems that lurks down the road of life. Our
BATNA
BATNA [bat-nuh] https://www.negotiations.com/wp-content/uploads/migration/sounds/BATNA.mp3
Being Culturally Intelligent
by - Dr. Bob March
"WHEN IN JAPAN, BEHAVE AS THE JAPANESE DO" - IS THAT REALLY BEING CULTURALLY INTELLIGENT? Deciding on the right nuance of culturally appropriate behavior in Japan is not easy. I used to work with Colorado-born Fred Hevers in Tokyo. He spoke astonishingly fluent Japanese, much better than mine. Impertinent though it was of me, I once suggested to him that he was far too polite, when he spoke to many Japanese. He took it well, and seemed to ponder it. We both moved on to other jobs and
Counter Purchase
Counter Purchase [koun-ter] [pur-chuh s] https://www.negotiations.com/wp-content/uploads/migration/sounds/CounterPurchase.mp3
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 for Zone of Possible Agreement. It's the blue sky range where deals are made, that both parties to a negotiation find acceptable. Whether we're buying something at a bustling yard sale, a country home, or entering into a complex business
Negotiation Bargaining Zone
Negotiation Bargaining Zone [ni-goh-shee-ey-shuh n] [bahr-guh-ning] [zohn] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationBargainingZone.mp3
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 in mystery and a culture, both alien and fascinating to our way of doing things. China is a vast potential marketplace of over a billion plus potential. Millionaires spring up like weeds virtually overnight, while millions of peasants
Aspiration Base
Aspiration Base [as-puh-rey-shuh n] [beys] https://www.negotiations.com/wp-content/uploads/migration/sounds/AspirationBase.mp3
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 the talks for now, in order to enhance the talks later. Reasons could include a cooling off process or to re-evaluate new information. However, there are other thorny conditions which can crop up when the circumstances compel you to not negotiate
Arbitration
Arbitration [ahr-bi-trey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/Arbitration.mp3
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. Or, they may have no authority at all. Let's look at this in more detail. Principals In all negotiations, the principle parties are the decision makers. These are the people who ultimately make or break the deal. These are the 'Top Dogs'.
Negotiation Anchoring
Negotiation Anchoring [ni-goh-shee-ey-shuh n] [ang-kering] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationAnchoring.mp3
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 that both Westerners and Japanese business people shared. The Japanese were seen as shy violets, Westerners as sociable and extrovert. My research about business people however, was confirmed again and again, especially in business
Negotiation Bargaining
Negotiation Bargaining [ni-goh-shee-ey-shuh n] [bahr-guh-ning] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationBargaining.mp3
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, our efficiency, manufacturing methods, the standard of quality of our products and whether or not we are people they can do business with. There are times when the seller wonders: "what else does it take?" For some the answer is: "It
Winners Curse
Winners Curse [win-ers] [kurs] https://www.negotiations.com/wp-content/uploads/migration/sounds/WinnersCurse.mp3
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 differing viewpoints. The end result is a stalemate. If both sides find a solution, then both will win. We call this resolution a win-win negotiation outcome. The Negotiation Position The simple reason why many people fail to find a negotiated agreement is that each has taken what is known as a "negotiation position." One wants something that the other doesn't.
Integrative Negotiation
Integrative Negotiation [in-ti-grey-tiv] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/IntegrativeNegotiation.mp3