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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.

Competitive Conflict Escalation
Competitive Business Conflict Escalation
Competition is clearly a healthy means to increase sales for any business. It is essential because it provides a stimulus for a company or organization to prosper and grow. However, does this mean that a company should compete at all costs? The answer is of course 'No'! There comes a point when excessive competition may cause serious harm when the losses exceed the gains. Sounds like simple common sense, doesn't it? Yet, there are many examples of escalated negotiation competition
Multi Party Negotiation
Multi Party Negotiation [muhl-tee] [pahr-tee] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/MultiPartyNegotiation.mp3
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
Negotiation Alliances
Negotiation Alliances
In multiparty negotiations, the negotiation power, or the position of one negotiating party, can be enhanced or weakened by making alliances. The use of alliances is a powerful means whereby any member in a multiparty negotiation can strengthen their own BATNA (Best Alternative to a Negotiated Agreement), or weaken the BATNA of an opponent. The advantage of forming an alliance allows two or more parties to come together on one more issues where they share a common interest.
Merger and Acquisition Negotiation
Merger and Acquisition Negotiation [mur-jer] [and] [ak-wuh-zish-uh n] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/MergerandAcquisitionNegotiation.mp3
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
Negotiation Overconfidence
Successful business managers need to possess a high level of confidence to succeed and meet the many challenges they face in a fast paced and evolving business climate. There is a line that separates being confident in what we do, and slipping across this hazy line into becoming overconfident. Overconfidence is a serious mental error that lurks in the background like a banana peel lying innocently splayed on the side-walk. Overconfidence can cause us to not paying attention
Mediation
Mediation [mee-dee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/Mediation.mp3
Successfully Negotiating International Business Contractual Agreements
Western business people are often in too much of a hurry, and rush into making a deal. In international partnerships, we should spend more time thinking about how 'haste makes waste' rather than succumbing to the belief that 'time is money'. We've all seen psycho-thriller sand what happens when two strangers jump into bed before getting to know each other. Usually, it doesn't end very well, and after watching the carnage unfold on the screen, you swear you'll never do that again.
China business relationships case
Chinese Business Negotiations' 'Guanxi'
by - Dr Bob March
A well-known, government-owned, five-star hotel in Beijing owns an associated marketing company called High Jewel Marketing. With branches in six cities including the capital, it has both a retail division, which sells jewellery and handicrafts to foreign tourists at high prices, and a wholesale division selling export-quality clothing and high-quality home appliances. One of the marketing company’s senior managers was formerly a high Communist Party official
Majority Rule
Majority Rule [muh-jawr-i-tee] [rool] https://www.negotiations.com/wp-content/uploads/migration/sounds/MajorityRule.mp3
First Moves in Negotiating Global Agreements
Comparing local negotiations to global negotiations with a prospective foreign partner, is like trying to compare a game of chequers to a game of chess. Although both share similarities, with winning as the object, they are very different games. We have made your contacts, done our homework and spent time on negotiation preparation , and now we're ready to meet with our prospective foreign partner. Before we board the plane we have to carefully consider our opening moves, as
Distributive Negotiation Settlement
A distributive negotiation will focus on the division of a set amount of resources, largely determined by the aspiration price (the maximum that party 'A' would like to get, constrained by the lowest amount that party 'B' would like to pay), and the reservation price (the lowest amount that party 'A' would be prepared to accept, and the maximum that party 'B' would prepared to pay). Well over 90% of all civil lawsuits in USA are settled out of court, and most are largely resolved
Lose-Win Negotiation
Lose-Win Negotiation [looz-win] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/Lose-WinNegotiation.mp3
Corporate Negotiation Strategy Check-List (Part 2)
by - Steven Roberts
This article is a continuation from Pre-Negotiation Strategy Check List Part 1. These are the remainder of factors that corporate negotiators need to take into account preparing their negotiating strategy. 9. Your Place or Mine? In much the same way as sports teams enjoy a 'home advantage', negotiators playing away from home need to adjust their game plan and corporate negotiation strategies. There are 3 possibilities to consider when deciding where the talks will occur.
VW's Long-Term Negotiation Thinking pays off in China
by - Dr Bob March
Negotiation Overview At the time this case was written, Volkswagen (VW) was the first foreign overseas car-maker in China to have been making a profit in China over the past ten years. It all began in October 1984, when VW skillfully negotiated and then signed a joint venture agreement with China. One of the country’s first major joint venture agreements, it involved several government authorities, including the Ministry of Foreign Trade and Cooperation (MOFTEC, now MoCom),
Lose-Lose Negotiation
Lose-Lose Negotiation [looz-looz] [ni-goh-shee-ey-shuh n] https://www.negotiations.com/wp-content/uploads/migration/sounds/Lose-LoseNegotiation.mp3
Pre-Negotiation Strategy Plan Checklist (Part 1)
To perform well, and perform well consistently, we must first learn to prepare. Ask any athlete who spends countless tedious hours preparing for a competition, or a lawyer about to step into a courtroom. At the end of our negotiation training courses, we implore our soon-to-be graduates to book time into their busy calendars to prepare for their negotiations. While many colleagues, clients, and suppliers will demand your time on a daily basis, very seldom will they remind you
Political Impact on Global Negotiations
Negotiators have a general understanding of their own local political environment. They are raised in a business milieu that clearly distinguishes who the key players are, and who has to be pitched about a proposal. They learn the roles that each level of government may bring to the table, and the impact roles bring to bear on negotiations. When negotiators take their proposals abroad and negotiate with a foreign power, negotiators often don't sufficiently realize the impact
Negotiation Logrolling
Negotiation Logrolling [ni-goh-shee-ey-shuh n] [lawg-roh-ling] https://www.negotiations.com/wp-content/uploads/migration/sounds/NegotiationLogrolling.mp3