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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.

Negotiation Trade-Off

Also sometimes referred to as a ‘Concession’ where one or more parties to a negotiation engage in conceding, yielding, or compromising on issues under negotiation and do so either willingly or unwillingly.
Chinese Business Negotiation Concessions

by - Roger Bell

Why should he propose concessions? His behaviour looks perfectly professional and clever to me. It has put the foreign team on the defensive. Nice one. It might also be the case that the foreigner has introduced "positional negotiation"
We Value Creation in Negotiations article
Value Creation in Negotiations

Our efforts to create value in any negotiation will be highly limited if they don't from a collaborative negotiation approach with our counterpart. We don’t just want to make a shaky agreement with an angry and resentful partner, but to
Brain Surgery Value
Bargain Brain Surgery
#brain
#surgery
#value
Businessman select mask. Vector flat illustration
How Giving Face Can Brew Negotiation Success

by - Dr Bob March

Overview Rod Zemanek, the principal negotiator, designer and Project Manager of an Australian chemical engineering consultancy, (Predict Pty Ltd) has a warning for those wanting to do business in China: “Many Chinese see it as their
Negotiation Trading Plan

A negotiation trading plan is a table or spreadsheet that sets out which goals / positions / tradables you are going to exchange or trade with the other party. A trading plan is an essential part of negotiation preparation, especially for
Preparing for Employment Salary Negotiation

by - Mark Hotz

In considering how to approach negotiating a pre-employment job offer there are a number of areas you can research beforehand. Preparing for a negotiation is vital to getting the best employment agreement. Having more information at
Truth - Detecting Lies In Negotiations
Detecting Lies in Negotiations

by - Steve Jones

Negotiators often don’t say everything they're thinking. Sometimes they hold back or distort information to avoid being exploited by the other party. Disclosing your “walk away” or “must have” conditions can frequently be
Shaved Sheep
Shaving Margins
#sheep
#shaved margins
#sales discounting
#concessions
Creative Problem Solving In Negotiations
Creative Problem Solving in Negotiations

All too often, negotiators can become tied up and bound as they commit to taking a competitive approach to their negotiation. As a result, they don't allow themselves to be flexible nor consider a creative approach to derive more value
Negotiation Target

The desired negotiation outcome or goal decided at the start of the negotiation. This is best set across each and every aspect of a negotiation (e.g. price, term, volume etc). Some organisations set an ambitious negotiation aspiration
Westerners Chinese Negotiation Failure

by - Van

Q1: I assume that this means "fail to reach an agreement". There are dozens of possible causes. Here are a few common reasons: Failure to develop friendly, trusting relationships with the Chinese Failure to understand what Chinese
Negotiation Debt Management Advice for Businesses
Negotiation Debt Management Advice for Businesses

Being in debt can feel like trudging through a mud drenched field after a heavy rain. Thinking about your debt can haunt you, whirling around in your brain during the early morning hours, while you restlessly toss and turn. You've done
Red Indian Attack
Negotiation Course Defence
#red
#indian
#attack
Power in a Canadian Trade Negotiation

There are many occasions when a smaller company will want to form a negotiation partnership with a larger organization to further their business objectives. There are two hurdles that the smaller company might have to overcome to
Salary Negotiation

Salary negotiation is a process where one party (usually the employee) negotiates the amount of their pay, income, earnings, commission, salary, wages, wage remuneration, annual review, or salary raise with another party (usually a
Positional Negotiation

by - Cindy

It is always a difficult task for a negotiator to deal with people who approach negotiation as if it was a competition, with only one possible win-lose outcome. However, difficult does not mean impossible. As in any negotiation process,
Business Metaphors
Business Negotiation Metaphors

"A good metaphor is something even the police should keep an eye on." Georg Christoph Lichtenberg Words can have a powerful impact. The manner in which words are applied in a business negotiation can make or break the deal. This is
Machine Gun
Selling War
#machine
#gun
Kuwait Invasion Negotiation Perspective

On a scorching summer day in August 1990, the citizens of Kuwait stared in puzzlement then fear at the encroaching dusty streams of what appeared to be a pending desert sandstorm. To their dismay and horror filled eyes, the quaking