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.
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. Without consciously being aware, most of us realise that we are approaching negotiations inconsistently, or even haphazardly. There are many benefits to following a tried and tested formula for repeated negotiation success. Negotiation skills
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
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
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
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
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, whilst others involve a room full of people. The purpose of most negotiation games is to win or avoid losing. Most negotiation games leave the decision of what 'winning' or 'losing' means to the players. Negotiation role play exercises should
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 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
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 will be lied to today anywhere between ten and two hundred times! Typical lies told by both men and women include: "I'm on my way." "I'm stuck in traffic." "Sorry I missed your call." "I'm fine thanks" The most common workplace lies: "I'm sick. I won't
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 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 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 and is more popular amongst Academics and Mediators than in Business. Sellers have rightly criticized those Academics who put Principled
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 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
What's the Difference Between Contract RFT RFQ RFP RFI?
Contract negotiation training graduates often ask us to explain four key terms that comprise the 'RFx' processes: RFI, RFQ, RFT, and RFP. These processes have grown in popularity in procurement and purchasing. This is especially so in larger buying organizations. Only the best negotiation training teaches how to select the most suitable process. Further, to use each process well, having expert training is key. In practice, you may find people wrongly use these phrases to
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
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.
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 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
Advanced Negotiation Training
In-depth personalised expert video feedback. Negotiate complex role plays.
"All very good, and great value 5 day course. Role play, videos, value creation framework. the video review was very powerful for changing my bad behaviours, excellent! While intense, the course was very enjoyable. Much learning and application. I liked the role participation, applying lessons learnt with the client side negotiations. I learnt a great deal
Contract Negotiation Training
Contract negotiation skills for buyers. Achieve big savings & create value.
"After the training, we did more preparation before negotiations, and also now do more analysis on ourselves. We've improved our negotiation efficiency, and also achieved better results, e.g, we have got more cost saving in Q4 & Q1 quarterly price negotiation meetings! There was a lot of share so the participants can understand in practical. There were a lot
Sales Negotiation Training
Close more deals at higher Revenue & Margins. Tool-sets to keep control.
"Perfect training, recommendable for anybody with business negotiation needs. Opened up my mind to new ideas, and paying attention to detail. It was very useful to learn methods to put ideas in order and get tools that help to prepare in advance what your options and limits are. The training was very interesting. I would have liked to have practised negotiating