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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 to one of our negotiation training courses.

negotiating rationally
Negotiating Rationally (Book Review)
by - Max Bazerman and Margaret Neale
Negotiation Is a Rational Process Negotiating Rationally is about exactly what the title says it is. Written in three parts, each section takes the reader through a logical sequence. Together, the parts provide a sound basis in how to rationally approach a negotiation. Whether they're a first-time novice or an experienced negotiator who's attended some of the best negotiation courses, this book gives the reader a smart starting point in learning the essentials of negotiating.
The Global Negotiator
The Global Negotiator – Making, Managing, and Mending Deals Around the World in the twenty-first Century (Book Review)
by - Jeswald W. Salacuse
Create a Valuable Partnership The Global Negotiator is a knowledgeable and practical guide for any business that is either considering or already involved in forming international relationships and partnerships. In our shrinking world of globalization, it's essential for business executives to understand and appreciate the fundamentals of conducting business in the international marketplace. As the book's subtitle suggests, an international business arrangement
the mind and heart of the negotiator
The Heart and Mind of the Negotiator (Book Review)
by - Professor Leigh Thompson
The Opposition of Emotions and Logical Thinking The author is a recognized and distinguished Professor of Management and Organizations at the Kellogg Graduate School of Management at Northwestern University. This highly recommended book is logically constructed and broken down in painstaking detail. The book's title hints at the opposing forces that a negotiator must recognize and overcome. It's a competition between our emotions and logical thinking tugging powerfully
Negotiate like a Gambler
by - John Di Frances
Oct 19 - Nov 4, 2021 Sales Negotiation Americas ONLINE Book Now Oct 19 - Nov 4, 2021 Procurement Negotiation Americas ONLINE Book Now Oct 19-28, 2021 Negotiation Cornerstones Americas ONLINE Book Now Knowing When to Walk from a Business Negotiation Most executives delight in upcoming business negotiating sessions with about the same enthusiasm as they have about a root canal at their local dentist. The stakes are high. Negotiate too hard and the deal is lost. If you're too timid
Credibility: 5 Ways To Make People Believe You
by - Roger Dawson
Oct 19 - Nov 4, 2021 Sales Negotiation Americas ONLINE Book Now Oct 19 - Nov 4, 2021 Procurement Negotiation Americas ONLINE Book Now Oct 19-28, 2021 Negotiation Cornerstones Americas ONLINE Book Now Negotiation Credibility The absolute cornerstone of your ability to persuade, rests largely upon the level of negotiation credibility that you achieve with your negotiating counterpart. When you talk, do they really believe what you’re telling them? Unless they do, there
harvard business essentials - negotiation
Harvard Business Essentials - Negotiation (Summary & Book Review)
by - Michael Watkins
Concepts and Principles of Negotiations Negotiation is part of a series of books produced by the Harvard Business School. This book is well written and uses simple language to facilitate the needs of the novice negotiator. It's also a practical tool for any business manager. The book gives an excellent structural foundation in the essentials of negotiation skills development. Additionally, there are a number of well-crafted worksheets to help develop and apply the concepts
power and negotiation
Power and Negotiation (Book Review)
by - I. William Zartmen & Jeffrey Z. Rubin, Editors
International Relations and Negotiations This book is the seventh of a series developed and edited by the Program on the Processes of International negotiation (PIN), based at the International Institute for Applied Systems Analysis (HASA) in Laxenburg, Austria. The foundation for this program is focused on international negotiations. Power & Negotiation contains a series of articles written by academics and professional consultants based throughout the world. The
Practical Ethics: Four Paths to Greater Virtue
by - Frank Bucaro
Oct 19 - Nov 4, 2021 Sales Negotiation Americas ONLINE Book Now Oct 19 - Nov 4, 2021 Procurement Negotiation Americas ONLINE Book Now Oct 19-28, 2021 Negotiation Cornerstones Americas ONLINE Book Now 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 behavior, and taking personal responsibility
Time Pressure in Negotiation
by - Roger Dawson
Why Do Negotiators Use Time Pressure? 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. It was President Clinton calling to advise them that he had already begun the invasion and they had 30 minutes to get out of there. People become pliable under time pressure. When do your children ask you for something? Just as you're hurrying out of
negotiations
Negotiation (Book Review) – Is This the Best Negotiation Book?
by - Roy J. Lewicki, Joseph A. Littner, John W. Minton, David M. Saunders
A Valuable Information Resource Negotiation (2nd Edition) is a must-read for both the novice and the professional negotiator. This book is packed with the latest developments in the theory and practice of the negotiation process and conflict management. The authors have drawn upon a rich pool of resources from business schools, education, public policy, psychology, and many other sources. The result is an in-depth product that delves into the subject of negotiation. This
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 underhanded negotiation tactics to try to trip you up or fool you. It is adversarial, and I am there trying to get an agreement or solve a problem. All they want to do is trick me so they can win." The problem in dealing with these situations is
negotiation questions
The Best Types of Questions to Ask in Your Negotiations
Do you use⁠ and can you tell apart⁠ the various types of questions in your negotiations? How often can you tell when your chain is being pulled to get a "fight or flight" response out of you? Asking questions the right way is both an art and a science. Ask the question the wrong way, and the other negotiator might act like a turtle, becoming defensive and withdrawing into their shell. Ask the question the right way, and the other negotiator might "spill the beans." Let's look at
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 political climate of the country, or the foreign trading partner has taut policies that deliberately limit the ability of its citizens to use the foreign exchange market. The value of currencies could also be deliberately regulated
 
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