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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 on one of our negotiation seminars.

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." Netscape’s BATNA Blunder This site’s case studies are rife with real-life examples of BATNA being the single biggest
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
Concession Strategy [kuh n-sesh-uh n] [strat-i-jee] https://www.negotiations.com/wp-content/uploads/migration/sounds/ConcessionStrategy.mp3
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
32 of the Best Salary Negotiation Tips
by - Calum Coburn
As an IT pro, you're good at what you do—maybe you're even an ace. So, you're being paid what you're worth, right? How many of these 32 salary negotiation tips are you using to get paid what you're worth? Sales professionals are 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 sales professionals work longer or harder? Not really. So why, then, is IT not one of
Heavens Gates
Gates of Heaven
#heavens#gates
Negotiation Game
Negotiation Game [ni-goh-shee-ey-shuh n] [geym] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationGame.mp3
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
top 10 interview questions and answers
Top 10 Interview Questions and Answers
by - Phil Baker
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
Attack Tactic
Negotiation Tactics
#tactic#threat
The Cost of Death on Chinese Roads
by - Dr Bob March
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 famous Shaolin Temple, a few hours south of Beijing. An hour out of Beijing, it started to rain heavily, and on taking a sharp turn in the road in Hebei province, he accidentally drove into two pedestrians,
Principled Negotiation
Principled Negotiation [prin-suh-puh ld] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/PrincipledNegotiation.mp3
Negotiation Contract Bidding Process: Defending your Business
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
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 analyze your negotiation preparation, specific patterns should begin to appear. It's like putting a jigsaw puzzle together. Without consciously being aware, most of us realize that we are approaching negotiations inconsistently. Perhaps even haphazardly. There are many benefits to following a tried and tested formula for repeated success. Negotiation skills without
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
Negotiation Agenda [ni-goh-shee-ey-shuh n] [uh-jen-duh] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationAgenda.mp3
Serving Food at a Negotiation Meeting
by - Christine
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 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
Negotiation styles diagram
Negotiation Styles
by - Calum Coburn
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 negotiations are useful. Determining which to use depends on the given situation. Although we're capable of using all five, we have noticed in our sales negotiation training and contract negotiation training that participants tend to use between