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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.

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
Purchase Order Financing [pur-chuh s] [awr-der] [fi-nan-sing] https://www.negotiations.com/wp-content/uploads/migration/sounds/PurchaseOrderFinancing.mp3
Conflict Negotiation: Psychological Dynamics
"It is easier to perceive error than to find the truth, for the former lies on the surface and is easily seen, while the latter lies in the depth, where few are willing to search for it." Johann Wolfgang Von Goethe Freud is alleged to have said, "A cigar is just a cigar". Yet at the negotiation table, differences in perception are too often distorted and magnified by the emotions and biased outcomes of one or more parties. Negotiation often needs to go through a conflict resolution
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
Negotiation Procurement Solution [ni-goh-shee-ey-shuh n] [proh-kyoo r-muh nt] [suh-loo-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationProcurementSolution.mp3
What Is Win-Win Negotiation?
by - Steve Roberts
Ever heard someone say that they "gave away the farm?" Despite our best intentions, we sometimes negotiate too much value away to arrive at an agreement. Even when we enter our talks with high motivations and with a cheery spirit of cooperation, we have to be wary. It's wise to dip our toes cautiously into the waters to make sure we aren't about to be devoured by a grinning, hungry shark. Today, many of us hear that win-win negotiations are all the rage. Academia has in more recent times
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
Negotiation Principal [ni-goh-shee-ey-shuh n] [prin-suh-puh l] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationPrincipal.mp3
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
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
Negotiation Position [ni-goh-shee-ey-shuh n] [puh-zish-uh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationPosition.mp3
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
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
Negotiation [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/Negotiation.mp3
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. The title has become a classic read for any novice interested in learning negotiation skills. While the book is still a very useful read, the reader should be aware that negotiation theory has not remained static. Many negotiation writers have challenged some aspects of Fisher and Ury's model and approach, as negotiation itself has evolved due to rapid changes
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
Multiple Offers [muhl-tuh-puh l] [aw-fers] https://www.negotiations.com/wp-content/uploads/migration/sounds/MultipleOffers.mp3
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