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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 seminars.

Negotiation Strategy
A predetermined approach or prepared plan of action to achieve a goal or objective to make an agreement or contract. (also see Negotiation Tactics.) To learn more, read this check-list to prepare your negotiation strategy.
Outsourced Contract Negotiator
by - Jenny
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
Improving your negotiating skills - tips learned in the trenches
How to Improve Your Negotiation Skills
by - David Wachtel
At the start of our negotiation skills training courses, we ask students what makes them feel uneasy about negotiating. Their answers often include: "I'm afraid I won't get the best deal." "I don't enjoy working with certain types of people." "I'm not always sure what needs to be achieved in a particular negotiation and how to get there." "I can get lost in the process and bogged down in details. I lose track of what I really want to achieve." This article gives some helpful tips on
Dog Cat If-Then Cartoon
'If-Then' in Negotiation
#dog#cat#if-then#cartoon
Trust Building in a Trilateral China Japan Western Negotiation
by - Dr Bob March
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
Negotiation Styles
The most popular way to divide the typical negotiation styles or approaches are: Competing (Aggressive or Disagreeable) Collaborating (or Cooperating) Avoiding Compromising Accommodating (Conceding or Agreeable) Most negotiators have one or two preferred negotiation styles. It's ideal to be able to choose to apply the most appropriate negotiation style to each type of negotiation. In fact, skilled negotiators are flexible in switching their negotiating styles depending
Internal Team Negotiations
by - Gregory
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
9 Steps to Preparation Success
9 Steps for Negotiation Preparation Success
by - Erich Rifenburgh
Have you ever left a negotiation feeling battered and bruised like you never had a chance from the word go? Too often, I've seen smart yet unprepared sales professionals torn apart in their meetings. Admittedly, I suffered similarly early in my career. I notched my initial failings up to being part of my hard knocks sales negotiation training journey. Does the path to negotiation success have to be treacherous? I’m a big believer in practising before the game, not in the game.
Pay Rise Negotiation Cartoon
Pay Rise Negotiation
#pay#rise#negotiation#cartoon
Nepal-india Water Negotiations (Power Asymmetry)
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
Win-Win Negotiation
A win-win negotiation settlement is an integrative negotiated agreement. In theory, this means the negotiating sides have reached an agreement after fully taking into account each other's 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?
by - Sibilla Kawala
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
Negotiation Types
Negotiation Types
Negotiation is a part of our everyday lives and our history⁠—from trading cards as kids to asking our boss for a salary raise or bargaining a purchase as adults. Sales training teaches how to negotiate price increases and to ask for discounts when we buy. Our negotiation skills are also frequently used to maintain our personal relationships. Most of us have family and friends we organize things with, budget with, and bargain about bedtime with. At some level, we often negotiate
Torture negotiation cartoon
Torture Chamber
#torture#cartoon#negotiation best alternative#batna
Business Expansion Woven From Trust
Business Expansion Woven From Trust
by - Dr Bob March
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 Meeting
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. Negotiation meeting factors to plan: Who should and who shouldn't attend, how long each person need attend, team versus
Personal Power in Negotiation
by - Farayi
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