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 training courses.
The Four Phases of The Negotiation Process
'Let us never negotiate out of fear. But let us never fear to negotiate.' John F. Kennedy If you sit down and analyse your negotiation preparation,certain patterns should begin to appear. It's like putting a jigsaw puzzle together.
Camp David Third Party Intervener
There are occasions when negotiating parties cannot see the forest for the trees. They are unable to see past their own goals and interests which prevent them from arriving at a successful negotiated multiparty agreement. These are the
Your concession strategy is a plan of the goals / positions and sometimes the underlying interests that you will be trading with the other party. Before you enter the negotiations, at the very least you should have clarity on your and the
IMF World Bank Debt Governance and Corruption
I read with a knowing smile your words: 'say... they have committed mischief'. For those who invest the time to make themselves knowledgeable by reading about the IMF's corruption and debt governance, particularly from trusted
Understanding the Five Negotiation Styles People often ask "which is the best negotiation style?" As with much management theory, there is no single 'best' approach. All five profiles of dealing with stressful and high-pressure
Gates of Heaven
Many negotiation training courses make use of negotiation games in order to teach their delegates useful principles of negotiation, psychology or influence in a fun and interactive environment. Some games are played between pairs,
Influencing Decisions in Risk Averse Organisations
Welcome to negotiating internally within the constraints of most risk or loss averse corporate hierarchies. Telling you that you're not alone doesn't go very far to helping you make progress. So here are a few hot spot areas to focus your
Do You Know When They're Lying?
Is lying just a part of negotiation? Recent studies about lying revealed that complete strangers lie to one another at least three times within the first couple of minutes of meeting one another. Additional research declares that you
The Cost of Death on Chinese Roads
Overview Mark Rogers is an English expatriate in Beijing, where he is the finance director of the branch of a U.S. multinational. He has been in China for seven years, during most of which he has held a Chinese driving license and driven on
Principled Negotiation is an interest-based approach to negotiation that focusses primarily on conflict management and conflict resolution. Principled negotiation uses an integrative approach to finding a mutually shared
Negotiation Contract Bidding Process: Defending your Business
Very often we deal with the problem at hand, never noticing that we've completely missed the 'real' issue. So I suggest that you step back from the contract bidding process or tender negotiation and ask yourself a few negotiation
What's the Difference Between Contract RFT RFQ RFP RFI?
Contract negotiation training graduates and newsletter readers have asked that we demystify the meaning behind each of the following procurement terms: RFI, RFQ, RFT and RFP. These processes have steadily grown in popularity in
The Panama Canal Negotiations
The successful construction of the Panama Canal was one of the world's great engineering feats. The negotiations to complete and build this vital connector between two oceans spans decades. The cost in human lives, suffering, and
A formal agreed upon list of goals to be achieved or items to be discussed in a particular order during a meeting or negotiation. Agendas can be formal and obvious, or informal and subtle in negotiations. A negotiation agenda can be used to
Serving Food at a Negotiation Meeting
Yes, usually serving food is a good idea. This is a question that seems to be address only on the best negotiation training workshops. Generally speaking, the more informal and less people present, the more collaborative your meeting
Sales Negotiation Training
Close more deals at higher Revenue & Margins. Tool-sets to keep control.
"The training was excellent and is being used on a regular basis and broadly across the team. Trading Plans have become common, though not always done with the thoroughness that they should be. I've also seen us establish relationship goals, particularly in challenging negotiations, spend more time preparing and debriefing, and use our Business