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.
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
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
32 of the Best Salary Negotiation Tips
You're good at what you do—maybe you're even an ace. Are you being paid what you're worth? 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 other professions? No, there's no such thing as a sales degree. Do sales professionals work longer or harder? Not really. So why, then, are IT and other non-sales related fields
Contract Renegotiation with the Chilean Government
Negotiation value In the 1960s, Kennecott (Rio Tinto), a US company, was about to enter into renegotiation over its contract with the government of Chile concerning its El Teniente copper mine. At the time, Chile’s best alternative (BATNA) appeared overwhelmingly strong as the government took a strong pro-sovereignty stance toward foreign management of its natural resources. Can we take some lessons for our mortgage renegotiations? The government of Chile was politically
Negotiation Walk Away
Negotiation Walk away is the alternative that a negotiator will act on if they are not successful in a negotiation. A walk away may be an alternative supplier or buyer, to manufacture the product or deliver the service in-house, to wait or simply do nothing i.e. to go without. The walk away answers the negotiation question: "What will you do if you don't agree this deal?"
Power Imbalance in Negotiation
Whilst integrative negotiation will be generally less effective where there is a significant imbalance in negotiation power between the parties, this does not necessarily mean that the situation cannot be remedied. Accepting the fact that the balance of negotiation power is a dynamic concept, the weaker party in this situation has a number of strategic options: Having assessed the power balance between your side and the other, consider ways and means of: improving your
Negotiation Skills: Top 10 Interview Questions and Answers
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
Business Mediation Medium
A Negotiation Case Study: Exploring the Enron Case in India
Case Conditions In the early 1990s, the US energy giant Enron decided it needed to diversify. This meant expanding its growth abroad with emerging countries. In June of 1992, Enron engaged in negotiations with the government of India. Enron had identified the state of Maharashtra to negotiate a major energy project. Maharashtra was the third largest state in India with a population of roughly 79M, containing India’s commercial capital of Mumbai. The Congress Party governed
An acronym which means a negotiation Zone of Possible Agreement. It is the range or area in which an agreement is satisfactory to both parties involved in the negotiation process. Often also referred to as the "Contracting Zone". Negotiation ZOPA or the Contracting Zone is the range between each parties Walk Away or Real Base or Bottom Lines, and is the overlap area that each party is willing to pay or find acceptable in a negotiation.
How to Negotiate a Job Title
Most business professionals focus on the money and benefits, giving too little attention to their job title. Job titles are useful when it comes to your NEXT move, so plan ahead. So well done for casting your net widely in your new job negotiation. We recommend your follow our 7 step process to negotiate your job title: Identify who is responsible for your job title change. If you don't already have a relationship with them, build your relationships before you ask for your title
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
Japanese Cultural Mistakes
Scientists and Bureaucrats - Orientation Issues
Overview This case study involves attempts to set up a bilateral scientific research arrangement involving Chinese scientists and Australian government representatives based in the nation’s capital, Canberra. The discussions are ongoing. Three face-to-face meetings between Chinese and Australians have already been held, the first in the United States in 1999 and the subsequent two in Europe in 2001 and 2003. The setting, each time an international scientific conference
Win-Lose refers to a distributive negotiation where one negotiator's gain the other negotiator’s loss. Both negotiators are typically competing to take away or claim the most value from their negotiation. Also called the ‘fixed-pie’ scenario, in that there is only a limited amount to be distributed. The term 'win-lose' was popularized by ‘game theory’. (The counter-side is known as Lose-Win Negotiation).
Japanese Negotiation Silence
You look to be suffering from 2 challenges. Firstly, Japanese Negotiators are famed for putting face saving first - yours and theirs. By contrast western negotiators are more concerned about rapidly progressing the relationship or contract, or knowing the reason why they are not interested in taking the contract forward. It's likely that your Japanese counterparty negotiators are saving you from the possible embarrassment of hearing that they have not chosen you as a supplier.
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
Gaming in Shanghai
Overview HyperHawk, one of the world’s major providers of global supply management software and services, helps companies reduce costs through efficient product and services sourcing. At the time of writing, HyperHawk had handled more than $50 billion worth of products and services in the oil and gas, other natural resources, retail, transport, finance, and industrial sectors for customers including General Motors, Nestlé, Shell, Japan Energy, Mitsubishi, and