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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
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
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
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
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
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,
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,
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
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
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
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
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
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
Negotiation

An interactive process between two or more parties seeking to find common ground on an issue or issues of mutual interest or dispute, where the involved 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,
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
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