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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 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.
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
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
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
Negotiation styles diagram
Negotiation Styles

by - Calum Coburn

Negotiation Styles Understanding the Five Negotiation Styles People often ask "which is the best negotiation style?" As with much management theory there is no single 'best' or 'right' approach. All five profiles of dealing with
Heavens Gates
Gates of Heaven
#heavens
#gates
Negotiation Game

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

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
Crossed Finger - Do You Know When They’re Lying
Do You Know When They're Lying?

by - Kevin Sawyer

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
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
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
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
RFQ
What's the Difference Between Contract RFT RFQ RFP RFI?

by - Suki Mhay & Calum Coburn

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
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
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
Serving Food at a Negotiation Meeting

by - Christine

Yes, usually serving food is a good idea. 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
Mediation
Mediation
#mediation