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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.

Practical Ethics: Four Paths to Greater Virtue

by - Frank Bucaro

Negotiation Ethics It is no surprise to me that, in this time of comprised ethics and values, there are an ever increasing number of books and articles that stress the importance of ethics and values in everyday life. Ethics, ethical behaviour,
How Time Pressure Affects The Outcome Of A Negotiation

by - Roger Dawson

In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The telephone rang and it was President Clinton calling who advised
negotiations
Negotiation (2nd Edition - book review)

by - Roy J. Lewicki, Joseph A. Littner, John W. Minton, David M. Saunders

Negotiation 2nd Edition is a must read for both the novice and the professional who engages in negotiation. This book is packed with the latest developments in the theory and practice of the negotiation process and conflict management. The
How to Succeed When Working With Tactical Negotiators
How to Succeed When Working With Tactical Negotiators

by - David Wachtel

The top priority that people have in negotiating sessions I teach, is dealing with tactical, positional negotiators. Students will present comments like, "I dislike to negotiate because it forces me to deal with ‘those people’ who use
Ask Clever Questions in Your Negotiations

Do you use and can you tell the various types of negotiation questions apart? How often can you tell when your chain is being pulled, in order to get a "fight or flight" response? Asking questions the right way is both an art and a science. Ask the
Negotiating Foreign Currency Exchange Agreements (Part 2)

The other foreign currency challenge that can cause us to scratch our heads while our faces screw up in a perplexed frown is how to manage situations when the foreign currency is not easily convertible. The reason could be a result of the unsteady