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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 to one of our negotiation training courses.

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
Risk-Seeking
A high level or approach in the amount of risk that a negotiator is prepared to accept in a negotiation.. A negotiator who decides to gamble rather than accept the ‘sure thing’, and who has the expectation that they will gain more in a negotiation is said to be ‘risk-seeking’.
Hard Knocks School
Negotiation School of Hard Knocks
#hard#knocks#school
Lehman Leadership Negotiation Rivalry
Many people like to believe that the people in charge of the organizations that employ them are always working as a skillful trained negotiation team, united in working towards achieving unified goals and objectives. We like to believe that our management team has our company's best interests at heart. Well, sorry to stick a pin in this balloon, this case study illustrates a contrasting example. Situations such as the one shared in this case study occurs more often than many
Risk-Averse
A low level or approach in the amount of risk that a negotiator is prepared to accept in a negotiation. A negotiator who decides to accept the "sure thing" where a result is certain to be achieved is said to be "risk-averse", and is not willing to gamble further on a potential negotiated result.
Effective Negotiation Techniques
Effective Negotiation Techniques
by - Peter Popovich
Your answer should be in line with the goals that management should aim for in developing any company-wide strategy or vision. Every negotiator should take responsibility in developing his or her own tool-kit of effective negotiation skills techniques. An effective negotiator: Aligns negotiation goals (strategy) with organisational goals (strategy), Prepares thoroughly and uses each negotiating phase to prepare techniques further, Uses negotiation meeting to discover
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? Giving feedback to colleagues can be a delicate topic. As such, feedback is an area we invest plenty of time into during our negotiation skills training seminars. With this in mind, we thought you would like to know Steve Jones' top seven points on how to offer feedback. Oct 19 - Nov 4, 2021 Sales Negotiation Americas ONLINE Book Now Oct 19 - Nov 4, 2021 Procurement Negotiation Americas ONLINE
Home Buying Negotiations
Buying Real Estate
#home#buying#negotiations
bottle water - CHINESE WATER SELLING NEGOTIATION
Chinese Water Selling Negotiation
by - Dr Bob March
Oct 19 - Nov 4, 2021 Sales Negotiation Americas ONLINE Book Now Oct 19 - Nov 4, 2021 Procurement Negotiation Americas ONLINE Book Now Oct 19-28, 2021 Negotiation Cornerstones Americas ONLINE Book Now Overview Acqua International (AQ) is a Europe-based multinational company that has interests in water and other environment-related businesses. In China, the company has joint ventures with medium-size and large municipalities to produce and sell potable water. To increase
Reservation Price
The reservation price is the least favourable point at which you will accept a negotiated agreement. For example, for a seller this means the least amount (minimum) or bottom line they would be prepared to accept. For a buyer, it would mean the most (maximum) or bottom line that they would be prepared to pay. It is also sometimes referred to as the "walk-away" point.
Chinese Team Negotiation
by - Jorge
Cross-cultural negotiation requires very detailed preparation on cultural differences. The history of business negotiation shows that many negotiations in China failed not because of lack of common ground but rather because of ignorance of cultural differences. Many western academics have commented that China sees herself as Chung-Kuo the middle kingdom, the centre of the universe. This view states that the Chinese feel superior in the area of moral and spiritual
We Value Creation in Negotiations article
Value Creation in Negotiations
Our efforts to create value in any negotiation will be highly limited if we don't form a collaborative negotiation approach with the other side. We don’t want to find ourselves making a shaky agreement with an angry and resentful partner. Instead, we want to create a relationship that is solid and durable, and benefits everyone. The ideal scenario is to leave the table shaking hands, smiling, and feeling pleased that we worked together to make the best possible deal for both
tattoo backfiring
Blackmail
#tattoo#backfiring
Resolving Disputes Case Study: Business Mediation Example
Options to Resolve Business Disputes Companies that find themselves embroiled in a bitter feud over a contract dispute have three options to find a solution. They can either: Litigate their claim through the court system Go to arbitration Use a mediation process to resolve the dispute Many companies have invariably used one of these processes to address a dispute. There are significant differences to consider before deciding upon which method to employ. Arbitration and
Negotiation Reciprocation
The act of making a similar or like exchange of something in return for something given by one party to another party. In a negotiation, this could entail an exchange of information and/or an exchange of concessions between the negotiating parties.
Win Win Negotiation Example
by - Khaled
In every negotiation, no matter if you're buying, selling, solving conflicts or negotiating your salary, there is always something laying beneath your negotiation, something that motivates people to dedicate the time to meet and negotiate with you. In business and everyday life, each of us has something that drives us towards our desires, goals and aspirations. This drive makes us behave in a particular way and use different negotiation styles. What we want, why and how badly
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
negotiation leverage xbox
Negotiating with your Kids
#negotiation#leverage#xbox
How NOT to Negotiate in China
by - Dr Bob March
Oct 19 - Nov 4, 2021 Sales Negotiation Americas ONLINE Book Now Oct 19 - Nov 4, 2021 Procurement Negotiation Americas ONLINE Book Now Oct 19-28, 2021 Negotiation Cornerstones Americas ONLINE Book Now Overview In 1998 Simon Turner worked for Bassano, a large Australian women's wear company with eighteen retail outlets across Australia. The following story recounts his experience in a business negotiation in Beijing with Happy Clothing. Bassano required a cheaper manufacturer
 
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