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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.

How to Build Client Business Relationships
by - Keith Peel
A top tier accounting firm was busy celebrating another year of fee income growth from one of its most important audit clients, a huge telecommunications business. The audit had run smoothly from the accountants’ view, despite some hiccups on delivery times and quality control, but overall, the advisers were happy with the depth of the relationship and their position to keep the plum business. So, when the client asked for an internal review of the account service to negotiate
Subtle Aggression - Castle
Attacking at War Negotiation
#subtle#aggression#castle
Unequal Indonesian Foreign Negotiations
When two parties enter into an unequal negotiation, in terms of the negotiation power they bring to the table, the interests or goals of either party can have a dramatic influence on the positions they adopt in the negotiations. Sometimes this can have the effect of giving the weaker more negotiating power. Usually however, this power disparity is leveraged by the more powerful party for their advantage. The negotiation case study of the U.S. Indonesian negotiations over
Purchase Order Financing
The assignment of purchase orders by a business to a third party who accepts responsibility for billing and collecting from buyers of the company's products and services. It is a form of expensive financing used to purchase materials required to produce products needed to fulfil a purchase order already received from a buyer.
21 Fun Stress Releases and How to Negotiate them
If you work in IT, and you're not experiencing stress on the job, consider yourself lucky - very lucky. In a 2006 stress survey, 97% of people working in IT reported that they experienced on the job stress - not just occasionally - but on a daily basis. Medical professionals who frequently experience trauma and death among patients, had the next highest stress. Stress leads to physical conditions including obesity, diabetes, ulcers, high blood pressure, high cholesterol, cardiovascular
Agenda Power
Negotiation Agenda Planning
#agenda#power
Win-win Negotiation Badly Executed
Win-Win Negotiation Badly Executed
In trying to create win-win negotiation agreements, one of the biggest mistakes made by negotiators who haven't taken the best negotiation training seminars is to deal with the issues on an issue by issue basis. This often results in a breakdown in negotiations because invariably, conflicting monetary issues arise that result in a showdown between the two parties. Negotiating on an issue by issue agenda does not present the opportunity to make concessionary trade-offs between
Negotiation Procurement Solution
Business services provided by internal specialists or external vendors or consultants. Procurement Solutions includes skills development ranging from purchasing or procurement training, coaching, consulting or other education services, as well as input on any procurement procedure as it relates to any aspect of the supply chain. Three main areas include sourcing costs, logistics management and aspects of manufacturing. Typical focal areas include achieving price
Getting to Yes
Getting to Yes (book review)
by - Roger Fisher & William Ury
'Getting to Yes - Negotiating Agreement Without Giving In' by Roger Fisher and William Ury was first published in 1981 and has become a classic read for any novice interested in learning negotiation skills. The reader should be aware however, while although still a very useful read, negotiation theory has not remained static over the years. Many negotiation writers have challenged some aspects of Fisher and Urys model and approach, as negotiation itself has evolved due to
The Fixed Pie Syndrome in Union Negotiation
The mythical fixed pie syndrome is one of those bizarre anomalies that still persistently seep stealthily into the minds of the largest corporations. It is not unlike a virulent pestilence that paralyses its host into a rigid mindset, blurring the host’s vision into a fixed stare where its hapless victim can see nothing more than what sits on the negotiation table. Many agreements fail to materialise because of this limited vision. The resulting loss of potential trade-offs
Negotiation Principal
The primary decision making authority in a negotiation. Third party agents will often represent the interests or objectives of a principal in a negotiation.
Gender Benders
by - Dianna Booher
Gender Negotiation Communication Style Differences: Women Little did we know that the communication differences we experienced as children on the playground would move from the classroom to the boardroom. As the face of business transforms with more women occupying key management positions, the requirement of reducing the gender communication gap is growing: miscommunication can cost money, opportunities, and jobs. Statistics tell the story. In the USA, women compose
Illustration of a long shadow China flag with the text HOT PRICE
Chinese Negotiation Training on Sales Price
by - Dr Bob March
Sales Negotiation Overview K. G. Marwin Inc. developed a particular technology in the 1980s, called the Trilliamp Process, that the Chinese government sought to buy and integrate into an ethylene facility in Lanzhou, the capital of Gansu province. Marwin's successful sales negotiation resulted in a contract with Chinese Government, which in 1985 invited further sales inquiries from U.S. and Japanese manufacturers for production of the machinery. Marwin recommended
Negotiation Position
Negotiators' positions are the things they demand you give them and also the things that they refuse to provide you with. Negotiation positions are typically communicated in meetings, emails and proposals. Inexperienced negotiators too often take the positions of the other side at face value, and don't probe with questions or challenge sufficiently.
8 Effective Negotiation Training Skills
We learn a lot from school and later skills training, but the truth is that unless we learn the most important lessons and can apply these skills outside of the classroom in the tough school of hard knocks we call 'real life', our results will be less than stellar. So which are the training course theories that will serve us best in the real world in our business negotiation challenges? Learning to negotiate effectively in negotiation does not come naturally to everyone. A few of
Third Party Agents - Forgery word cloud concept with fraud false related tags
Third Party Agents
Third party agents are often used to represent our interests in the negotiation process. We use them as we believe that their expertise as negotiators well better serve our goals and achieve better results. Many agents are paid on a commission basis. As a consequence, they can be very concerned about a negotiated outcome because of what they might derive from the negotiation. Their influence and effectiveness in the outcome also directly relates to the reputation they stand
Negotiation
An interactive process between two or more negotiators or parties seeking to find common ground on an issue or issues of mutual interest or dispute, where the involved negotiators or parties seek to make or find a mutually acceptable agreement that will be honoured by all.
Internal Negotiations: Supporting the External Deal
by - Richard Morse
Considerable effort is given to negotiation training and preparation by negotiators in their external negotiation interactions with clients, suppliers, partner and competitors. We have seen from our experience from training B2B salespeople, account managers, and regulatory team members, just how often their internal negotiations positively or negatively impact external negotiated agreements. All too frequently the internal negotiations are not given their just
The Price of Giving Face in China
by - Dr Bob March
Overview Chando, a Chinese shipbuilder, had agreed to change the main engine in a ship it was building for the Danish shipowner Danske. Although this would involve a lot of work and great expense for Chando, it was willing to substitute a low-speed engine for one of medium speed. Prior to this, Jurgen Martens, Danske’s vice-president and technical director, had made a very good impression on the senior Chando people, as had their sales and marketing director. Usually, a shipyard
Multiple Offers
A technique sometimes employed to offset the possibility of anchoring in an integrative negotiation. Multiple offers are two or more offers or proposals of relatively equal value that are presented simultaneously to invite greater discussion of the issues under negotiation.