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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.

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" far too early. If so, that makes me feel that the foreign team has been quite naive - naive in that they expect a sort of tit for that, the Chinese "have" to give a concession now that the foreigners have "so properly" put their position on the table.
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 create a relationship that is solid and durable, and benefits everyone. Ideal is if we can leave the table shaking hands, smiling and feeling pleased that we worked together to make the best possible deal for both of us. All too often the natural
Brain Surgery Value
Bargain Brain Surgery
#brain#surgery#value
Businessman select mask. Vector flat illustration
How Giving Face in China Translates to 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 patriotic duty to shoot down foreigners, so you can be like a clay pigeon at target practice. Despite this, Rod Zemanek has been successful in China and is responsible for the design of many of the country’s modern breweries. He was invited
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 complex negotiations. Trading plans should not only identify the goals of each party, trading plans should also rank these goals for each party and set out which goals you want to trade together. The Negotiation Experts clients are trained to
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 your fingertips will give you a good idea of the list of questions you will need to ask at the interview. Write out your negotiation questions in a manner that will give you best possible information so you can consider the pros and cons. By eliciting
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 a risky strategy particularly with aggressive competing negotiators on the other side. How many times have you been fooled by the other party claiming to have decision making authority when in reality that wasn’t the case? Or maybe they
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 from the negotiations. On the other hand, a common error committed by those who believe they are taking the win-win approach to their talks is to overcompensate their need to find agreement by making unwise compromises. A compromise invariably
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 or opening offer, and a less ambitious negotiation target, while for others these are one in the same. The level of negotiation aspiration is heavily influenced by a country's culture, with the Germans setting lower aspirations and the Chinese
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 negotiators really want from an agreement The Chinese team has not developed a coherent set of demands because they have conflicts within their own team There is no one in the foreign team to guide them on understanding the Chinese and / or they do not
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 everything right but many outside factors are simply out of your control, these can include: An important client cancels your biggest contract Creditors demand faster repayments Your bank won't roll or renew your loan Your staff threaten to strike
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 succeed in the negotiation process. The first problem is to get the larger organization’s attention as they may express little or no interest in the partnership. The second problem revolves around the prickly issue of negotiating from a much weaker
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 representative of the employer, such as their manager).
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, one of the most important tasks for you would be to discover and identify the other sides values and underlying needs. If you are aware of the reason behind the other sides behaviour, you are more likely to be able to effect changes in his behaviour
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 especially clear if our dialogue is phrased poorly, misinterpreted or misunderstood. Words can evoke visceral reactions or emotional responses such as boiling rage or howls of laughter. The language we use also provides some clues and insight about
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 citizenry had become helpless witnesses to the advancing forces of once CIA asset Saddam Hussein's Iraqi army. Kuwaiti resistance was swept aside much like one casually brushes away a crumb from one’s lapel. Kuwait had been drilling laterally into