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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.

Contract Renegotiation with the Chilean Government

In the 1960’s Kennecott (Rio Tinto), a U.S. 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 BATNA appeared overwhelmingly strong
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
Negotiating with a Power Imbalance

by - Matthew

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
Job Offer Negotiation Advice

One of the most exciting experiences we can face in life is the prospect of starting a new job. We can literally feel the buzz as anxiety and self confidence ebb and flow through the interview process. Afterwards, we will occasionally catch ourselves
Mediation Medium
Business Mediation Medium
#mediation
#medium
Enron case
Enron’s Indian Negotiation Debacle

In the early 1990s, the US energy giant Enron, decided it needed to diversify by 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
Negotiation ZOPA

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
How do I Negotiate my Job Title

by - Jan

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.
Collective Bargaining Union Negotiation

by - Charles B. Craver

Collective bargaining negotiation between labour unions and corporate employers constitute a specialized area in the field of general negotiations, but the underlying legal and relationship aspects make them distinct. Unlike a general
bowing japanese
Japanese Cultural Mistakes
#bowing
#japanese
China Australia case
Scientists and Bureaucrats - Orientation Issues

by - Dr Bob March

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
Win-Lose Negotiation

This term refers to a distributive negotiation whereby one party’s gain is another party’s loss. Both parties are competing to get the most value from the negotiation. Also called the ‘fixed-pie’ scenario in that there is only a limited
Japanese Negotiation Silence

by - Kim

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,
Excitement Concessions
Concession Excitement
#excitement
#concessions
Gaming in Shanghai

by - Dr Bob March

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
Unanimity Rule

A process often employed in ‘Group’ or ‘Multi Party’ negotiations to reach a decision or agreement by the involved negotiating parties. A unanimous decision is only achieved when all the negotiating parties are in total accord in
Positional Union and Management Negotiators

by - Fred Kline

In the U.S. it's illegal for management to not negotiate past its first offer. From what you've described, it sounds like management are being competitive, positional and may not want to negotiate. If you take their 'position' seriously,
Giving Feedback after a Negotiation
Giving Feedback after a Negotiation

by - Steve Jones

Smart people ask us “How do I give feedback to my colleagues after a negotiation? This can be a delicate topic, and an area we always invest plenty of time into on our best negotiation training seminars. With this in mind we thought you would
Beanstalk Jack
Competitive Negotiation
#beanstalk
#competitive negotiation
Andorra
Andorra versus the European Community (EC)

As a vestige of Charlemagne’s Empire, Andorra is a small land locked principality snuggled between France and Spain. Andorra is jointly governed by two co-princes, being the President of France and the Bishop of Ugrell of Spain. The co-princes