Site Map

Home Page
Negotiation Training
Negotiation Cornerstones
Advanced Negotiation Training
Sales Negotiation Training
Procurement Negotiation Training
Coached Role Play
Public Training Calendar
Negotiation Experts
Phil Cohen
Richard Wallace
Ian Girdler
Steve Jones
Dr. Michael Benoliel
Paul Kinsella
Paul Hazell
Jose Tobon
Erich Rifenburgh
Deon Basson
Calum Coburn
Associate Professor Rajesh Kumar
Bernie Van Niekerk
Featured Articles
International Negotiated Financial Transactions (Part 2)
Negotiation Interests and Positions
When You Can't Afford to Ignore Your Lawyer's Advice
Resolving Interpersonal Conflicts
Sales Team Negotiation Training: value of customised Case Studies
Frameworks in Negotiations
Ways to rationalize a stalled negotiation
BATNA Explained - Best Alternative
Building Trust with the Japanese
Negotiation Types
Japanese Business Negotiation Relationships with Westerners
Principal and Agents in Negotiation
Knowing When It's Time to Walk-Not Talk
Avoiding Common Mental Errors During Negotiation
The Zone of Possible Agreement (ZOPA)
HR Leading with Persuasion
Being Culturally Intelligent
Use Your Negotiation Style - Don't Let It Use You
Negotiation Approaches and Perspectives
Negotiating with 8 golden steps, the agreement table
The Four Phases of The Negotiation Process
The Unethical Side of Negotiation
Using Interpreters in International Negotiations
Where Will You Draw The Line in Negotiation?
Negotiation Listening Skills
Barriers to Agreement
Salary Negotiation: 32 Job Pay Tips
Boost Your Business' Negotiating Skills
Creative Strategies To Solve Negotiation Problems
Forging Negotiation Relationships
Getting Your Counterpart to Negotiate
Global Negotiation Preparation
Group Negotiations
Multi - Party Negotiations
Multiparty Negotiations
Negotiation Tactics for Win-Lose Distributive Negotiation
Pre-Negotiation Strategy Check List (Part 1)
Pre-Negotiation Strategy Check List (Part 2)
The First Moves in Global Negotiating
The Solid Building Blocks of an International Agreement
Deceptive Negotiation Gambits and Counter Measures
Use Clever Questions in Your Negotiations
What Every Negotiator Must Know Before they Negotiate
What Is Win-Win Negotiation?
Conflict Negotiation: Psychological Dynamics
International Negotiated Financial Transactions (Part 1)
Top 10 Crucial Rules for College Grad Interview Negotiations
What's the Difference Between RFT RFQ RFP RFI?
Business Negotiation Metaphors
Detecting Lies in Negotiations
Negotiation Debt Management Advice for Businesses
Negotiation Styles
Giving Feedback after a Negotiation
Value Creation in Negotiations
Do You Know When They're Lying?
Job Offer Negotiation Advice
Wing your Tough Negotiation? 9 Steps to Preparation Success

Contributed Articles
21 Fun Stress Releases and How to Negotiate them without Sucking Up
Negotiating Skills give both players part of the Win
Going Public Can Play a Role in the Outcome of Negotiations
Improve the Skills of your Negotiators and Enhance your Bottom Line
The Ideal Location for Negotiation: an Alternative View
Setting The Climate For A Non-Confrontational Negotiation
The Impact of Gender on Bargaining Interactions
Maximizing Your Adaptability
The Myths of Negotiating
A New ICON for Negotiation Advice
Dealing With Your Emotions in Negotiations
Influencing for Results
Learn To Play The Reluctant Buyer When You're Purchasing
Improving your Negotiating Skills: Tips learned in the Trenches
Authority Limits
Basic Principles That Make You a Smart Negotiator
Ask For More Than You Expect To Get
Aspirations, Anchoring, and Negotiation Result
Negotiate like a Gambler
Managing the Sales Negotiation Process
5 Social Media Millionaire Milestones - youtube, digg, craigslist, myspace
Does Turf Matter? Negotiating Place Can Impact Deal
Collaborative Selling Training
Top 10 Interview Questions and Answers
Credibility: 5 Ways To Make People Believe You
Gender Benders
Negotiation Blunders: Allowing Yourself to be Double-bracketed
How to Negotiate Price for Sales
Practical Ethics: Four Paths to Greater Virtue
Collective Bargaining Interactions
How to Build and Foster Client Relationships in Times of Conflict and Mistrust
How To Evaluate, Measure Negotiation Success
Respecting others' Negotiating Styles
Morals and Ethics - False Milestones in Negotiation
How You Can Avoid Being Exploited In Negotiations
Buyers Must Strategize in Today's Sellers Market
How Time Pressure Affects The Outcome Of A Negotiation
Negotiator Styles in Bargaining
How to Succeed When Working With Tactical Negotiators
Three Fundamental Reasons Why Negotiators Fail
Attitude of Mind - A Key to Success and Failure in Negotiation
Books: Learning to Negotiate with the Japanese
Internal Negotiations: Supporting the External Deal
8 Effective Negotiation Training Skills

Chinese Negotiation
Trust in Negotiation
Win Win Negotiation Style
Effective Negotiation Techniques
Japanese Negotiation Silence
Positional Negotiation
Internal Negotiations: Intra-team vs. External Negotiations
Personal Power in Negotiation
How do I ask Customer Questions?
Professional Negotiator Services
Preparing for Pre-Employment Negotiation
Westerners Chinese Negotiation Failure
Is Principled Negotiation used in Business?
Outsourced Contract Negotiator
Chinese Negotiation Concessions
Positional Union Negotiators
Integrative Negotiation with a Power Imbalance
Risk Averse Loss Fearing Organizations
Serving Food at a Negotiation Meeting
Contract Bidding Process: How to Defend your Business
IMF World Bank Debt Governance and Corruption

Book Reviews
Harvard Business Essentials - Negotiation
The Heart and Mind of the Negotiator
The Global Negotiator - Making, Managing, and Mending Deals around the World in the twenty-first Century
Negotiating Rationally
Power and Negotiation
The Art and Science of Negotiation
Getting to Yes
Negotiation (2nd Edition)

Case Studies
VW's Long-Term Negotiation Thinking pays off in China
Competitive Conflict Escalation
Union Constituency Authority
A Rare Success in China - The Celanese Joint Venture
Creative Problem Solving in Negotiations
Foreign Currency Agreement
Distributive Negotiation
Group Negotiations Style
Negotiation Alliances
Political Impact on Global Negotiations
Negotiation Overconfidence
Power Negotiation
Using Mediation for Resolving Disputes
The Importance of Business Communications
The Fixed Pie Syndrome in Union Negotiation
Win-Win Negotiation Badly Executed
Third Party Intervener
The Negotiation Problem
Unequal Foreign Negotiation
Contract Renegotiation with the Chilean Government
Nepal-India Water Negotiations (Power Asymmetry)
Business Expansion Woven From Trust
Andorra versus the European Community (EC)
The Panama Canal Negotiations
Enron’s Indian Negotiation Debacle
Gaming in Shanghai
Chinese Water Selling Negotiation
Scientists and Bureaucrats - Orientation Issues
Negotiating with Wal-Mart Buyers
How Giving Face Can Brew Success
Negotiation Style and Frameworks
Microsoft Finessed Netscape in the Browser War
Chinese Business Negotiations' 'Guanxi'
Chinese Negotiation Training on Sales Price
Third Party Agents

Aspiration Base
Collective Bargaining
Common Ground
Concession Strategy
Counter Purchase
Counter Trade Agreement
Debt Negotiation
Distributive Negotiation
Hostage Negotiation
Initial Public Offering (IPO)
Integrative Framework
Integrative Negotiation
Internal Negotiation
Joint Venture Agreement
Lose-Lose Negotiation
Lose-Win Negotiation
Majority Rule
Merger and Acquisition Negotiation
Multi Party Negotiation
Multiple Offers
Negotiation Agenda
Negotiation Agent
Negotiation Anchoring
Negotiation Bargaining
Negotiation Bargaining Zone
Negotiation Coalition
Negotiation Concessions
Negotiation Constituent
Negotiation Counterparty
Negotiation Facilitator
Negotiation Framing
Negotiation Game
Negotiation Haggling
Negotiation Interests
Negotiation Logrolling
Negotiation Meeting
Negotiation Position
Negotiation Principal
Negotiation Procurement Solution
Negotiation Rapport
Negotiation Reciprocation
Negotiation Skills
Negotiation Strategy
Negotiation Styles
Negotiation Tactics
Negotiation Target
Negotiation Trade-Off
Negotiation Trading Plan
Negotiation Walk Away
Negotiation ZOPA
Principled Negotiation
Purchase Order Financing
Reservation Price
Salary Negotiation
Unanimity Rule
Win-Lose Negotiation
Win-Win Negotiation
Winners Curse

University Seminars
Jones International University
Insead Executive Education
Oxford University
Harvard University Law School

Negotiation Newsletter
Client Collaboration
Diagnostic Profiling
Value Creation Framework™
Video Review
Consulting Services
Business Ethics
Contact Us
Privacy Policy
Negotiation Guarantee

Negotiation Newsletter