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.
A pre-determined approach or prepared plan of action to achieve a specific goal or objective to potentially find and make an agreement or contract in a negotiation with another party or parties. (also see Negotiation Tactics).
Outsourced Contract Negotiator
Outsourcing the finding and negotiating of your contracts is akin to outsourcing marketing and sales negotiation. I don't know of any company who successfully outsources these crucial areas. You may do better to seek a business partner or employee with these crucial skills before setting up your company. The risk you would expose yourselves to, should something happen to this pivotal person, would be large. I'm going to focus on the negotiation aspect, as this is our area of
Our Client Collaboration Approach
Clients trust our 5 phase Client Collaboration Approach for the creation of their in-house training solutions. Stage 1: Requirements Definition Following our initial discussions, a Company Key will be created for the your delegates in order that they may complete our online Negotiation Diagnostic Profile™. One of the positive effects of this is the engendering of a sense of ownership and influence with regards the training solution. This in turn leads to greater acceptance
"Don't put all your eggs in one basket" is an old saying that has stood the test of time. To a negotiator, this wise old proverb illustrates that if you only negotiate with one other negotiating team, you may end up with a rotten deal. In fact, you may end up with no deal at all. You need to have a strong alternative waiting in the wings to have the power to say "no." Netscape’s BATNA Blunder This site’s case studies are rife with real-life examples of BATNA being the single biggest
'If-Then' in Negotiation
Trust Building in a Trilateral China Japan Western Negotiation
Overview This complex, ongoing negotiation involves three countries, each with players who have their own agenda and preferred outcome. Although at the time of writing the negotiation had yet to become hard-nosed regarding price, delivery, and technology, it shows how relationships develop over time and some of the dynamics at play in this relatively early phase. The Scene Our company (English owned, with regional headquarters in Hong Kong, a joint venture in Japan, and
The most popular way to divide the typical negotiation styles or approaches are: Competing (or Aggressive), Collaborating (or Cooperating), Avoiding, Compromising, Accommodating (Conceding). Most negotiators have one or two preferred negotiation styles. Ideal is to be able to choose to apply the most appropriate negotiation style to each type of negotiation. Skilled negotiators are flexible in switching their negotiating styles depending on:
Internal Team Negotiations
The answer to this question really depends on the situation surrounding the negotiations. Lets explore lesser discussed of the two negotiation:s internal or intra-team. What do you need to bear in mind when preparing for internal or intra-team negotiations? Your success in intra-team or internal negotiations will all too often float or sink depending on how well you've prepared for your stakeholders or colleagues. These factors include: the relative strength of each person
Value Creation Framework
We owe a debt of gratitude to our clients for generously sharing their feedback over the years on our Negotiation Value Creation Framework™ and supporting toolsets. Without our clients’ collaboration in refining and proving the value of our strategies, tool-sets, and processes in the tough and tempered world of their commercial negotiations, our Value Creation Framework™ could not have evolved into the rigourous trusted negotiation methodology it is has become
Salary Negotiation: 32 Job Pay Tips
You're good at what you do, maybe you're an ace. So you're being paid what you're worth, right? See how many of the 32 Salary Negotiation Tips you're using. Why are sales professionals still rewarded with the biggest pay packets? Are sales professionals better qualified or smarter than IT professionals? No, there's no such thing as a sales degree. Do they work longer or harder? Not really. So why then is IT not the best paid profession? Two main reasons: Sales brings home the bacon.
Pay Rise Negotiation
Nepal-India Water Negotiations (Power Asymmetry)
India is 40 times larger in land area than Nepal and India was hungry to meet its increasing electrical power needs. Nepal is one of the poorest nations in the world and is economically linked to India because of its geographic situation. However, Nepal’s water wealth is enormous. Several studies revealed that 89 sites within Nepal are potentially capable of producing 30 gigawatts of hydroelectric power to energy starved India. This case study provides a clear example of
A win-win negotiation settlement is an integrative negotiated agreement. In theory this means the negotiating parties have reached an agreement after fully taking into account each others' interests, such that the agreement cannot be improved upon further by any other agreement. By definition, there are no resources or 'gold' left on the table and all creative options have been thoroughly exploited. "Win-Win" has its roots in Economics Game Theory.
Is Principled Negotiation used in Business?
Most readers may appreciate a short introduction to the phrase 'Principled Negotiation'. 'Principled Negotiation' became known to the world from Fisher and Ury's seminal book "Getting to Yes" (Check out our book review). The phrase 'Principled Negotiation' has become synonymous with the phrase "win win", so you will often find these two phrases used interchangeably. So who uses "Principled Negotiation"? Mainly Northern American Academics and Mediators. Why? Principled
Negotiation Deal Consultancy Services
The Negotiation Experts support clients after the delivery of training. We do this in two ways: Deal consultancy services either side by side with clients or limited to the preparation cycle. Leveraging upon the success of our negotiation training courses,we collaborate with clients on their using our toolsets and techniques taught from afar, through coaching managers on how they can inspect and audit their teams, as well as through team discussions and team meetings. We
Top 10 Interview Questions and Answers
Ever clenched your jaw at a tough interview question? If not, it's only a matter of time until you do, or you're working for daddy. I used to hate job interviews, and I confess that I usually wasn't invited back for a second interview. I got so frustrated with the questions, so I researched psychology and business books, and I published a book on the top 100 questions. Yes, I guess this makes me an obsessive freak. This article distills my top 10 toughest interview questions of all time
Business Expansion Woven From Trust
Another example of someone who fitted in completely with the Chinese is the China trader Paul Winestock, who had been dealing with the Chinese since the 1960s. As a trader of textiles in China during the 1960s and 1970s, Winestock built up a large network of customers and friendly officials. One of the latter, who had known him since he was a young man living in drafty provincial hotels with no dining room, was Li Haoran, who had first appointed Winestock as a selling agent for the
Negotiation meetings are typically where most of the deal is negotiated, with business negotiation meetings these days being face to face and via voice. The proper planning and effective running of negotiating meetings can make or break a deal. The more complexity involved, the more important getting the negotiation meeting planned correctly becomes.
Personal Power in Negotiation
Dealing with power in negotiation should be done with great care. Before using power in any negotiation, be sure to analyse all the possible consequences of using that power. Remember that after you have used your power, you usually dissipate your power. Four important sources of personal power include: Authority or expert power (conferred by your knowledge or qualification on a matter or issue) Personal credibility (conferred by your experience and past track record) The
Advanced Negotiation Training
In-depth personalised expert video feedback. Negotiate complex role plays.
"The training was excellent and particularly relevant to my role. I have already experienced success using the tools and concepts that we learned. As with anything new, you do need to keep practising and referring back to your course text. Hence my suggestion regarding a periodic refresher if possible. It was a very good course and I have improved my negotiating
Contract Negotiation Training
Contract negotiation skills for buyers. Achieve big savings & create value.
"For a procurement professional this course is by far the best education one can have. It is knowledge that secondary educational institutions, like university and TAFE do not teach in specialised subjects for Procurement focused individuals. Very knowledgeable presenter with a great presence and good presentation style. His delivery style instilled
Two day foundation negotiation skills. Build confidence and competence.
"I think the training was absolutely relevant for Skanska negotiators. It will add high value to our organisation. Practicing the examples, interesting case studies. SWOT/trading plan/teamwork with colleagues from our Business Unit. I liked the examples and the role plays, but also found the key messages very important. Role playing was very interesting.