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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 as the government was possessed of a strong pro sovereignty stance towards foreign management of its natural resources. Can we take some lessons for our mortgage renegotiations? The government of Chile was politically positioned to
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?"
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 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
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 staring into space, tapping our fingers, sneaking glances at the phone and eagerly checking our e-mail to see if we’ve had a response. Then, that magical moment comes we get the job and they want to talk about the job offer. What
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 of Maharashtra, the third largest state in India with a population of roughly 79 million, and containing India’s commercial capital of Mumbai, to negotiate a major energy project. Maharashtra was governed by the Congress Party. Negotiations
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 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 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. 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
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 business negotiation and law suit negotiations that are not regulated by statutory provisions, a collective bargaining negotiation is mandated and governed by external laws. Many different statutes comes into play during the negotiation
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 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 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 amount to be distributed. A term also used in ‘Game Theory’ and Economics. (Also known as Lose-Win Negotiation).
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, 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.
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 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
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 making a decision or an agreement.
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, then two options include asking them to come back when they are ready to negotiate, or to make a counter proposal. Framing I would suggest that you prepare a carefully worded 'negotiation frame' to talk about collaborating together for mutual
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 like to know Steve Jones' top 7 points on how to offer feedback. Give the feedback immediately after the negotiation has finished. It's proven far easier for people to take in feedback immediately after the event - while it is still fresh
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 hold sovereign power over the principality except on issues of economic and social matters. Andorra’s trade was ruled by two parallel agreements negotiated between France and Spain. When the EU negotiated to admit Spain into the