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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.

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
How to Improve Your Negotiation Skills
Top 5 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
salary negotiation cartoon
Salary Negotiation
#salary#negotiation#cartoon
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 instances when a third party intervener can help both parties find a solution to the dilemma that is plaguing their talks that have likely stalled. The Egyptian and Israeli conflict of the mid 1970’s posed that kind of dilemma. There were also
Concession Strategy
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 other party's goals, and an sequence of which goals you want to trade or exchange. Concession strategies vary in detail. 'Concession Strategy' is more accurately called the 'Trading Plan'.
IMF World Bank Debt Governance and Corruption
by - Justino Schdmit
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 reputable sources online, there can be little doubt that the business of the World Bank, IMF and FED is to commit crimes against humanity for their member bank's benefit. As a negotiator, it's crucial that you start by getting to understand the history
negotiation success preparation
9 Steps for Negotiation Preparation Success
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 practicing before the game, not in the game.
Heavens Gates
Gates of Heaven
#heavens#gates
Negotiation Game
A few negotiation training courses make use of negotiation simulation exercises delivered using online negotiation training games. In this way, technology can be leveraged to teach participants essential principles of negotiation, psychology or influence in a fun and interactive environment. Some games are played between pairs, whilst others involve a room full of people. The purpose of most negotiation training games is to win, and sometimes to avoid losing. Many negotiation
Influencing Decisions in Risk Averse Organisations
by - Alec
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 attention and assist you in achieving maximum internal negotiation skill leverage. What is your company's decision making process? I'm not referring to the organisation chart. One of the best ways to find out how your company 'really' makes
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
Attack Tactic
Negotiation Tactics
#tactic#threat
The Cost of Death on Chinese Roads
by - Dr Bob March
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 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 Chinese roads. In 2004, he was driving to the
principled negotiation
Principled Negotiation
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 outcome. First explained in the book Getting to Yes, principled negotiation is used mostly in North America. The concept is more popular amongst academics and mediators than in business. Business to business sellers have criticized those academics
Contract Bidding and Negotiation Process
by - Joe
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 questions. Why after 25 years was your contract put up for tender? If this was due to: A deteriorated relationship, then invest time improving your negotiation relationships first. If trust is at an all time low, then consider apologising for any past
best-alternative
BATNA Explained
"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." Oct 19 - Nov 4, 2021 Sales Negotiation Americas ONLINE Book Now Oct 19 - Nov 4, 2021 Procurement Negotiation Americas ONLINE
Shark Threats
Negotiation Ultimatum
#negotiation ultimatum#negotiation threats
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 capital staggers the imagination. It all began in 1847 when the United States entered in a treaty with New Granada (later to be know as Colombia), allowing the U.S. a transit passage over the Isthmus of Panama. The treaty guaranteed Panama's neutrality
Negotiation Agenda
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 control the negotiation meeting.
Hosting Negotiations – Serving Food at a Meeting
by - Christine
Yes, usually serving food is a good idea. This is a question that seems to be addressed only in the best sales training workshops. Generally speaking, the more informal and less people present, the more collaborative your meeting will be. Eating together is another form of informality. One of the big benefits will include information flowing more freely. Best to manage their expectations. So if you are hosting the meeting, best to let the other party know that you'll be serving
 
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