Resources
We hope that business negotiators find what they're searching for in our free resources. This is the next best thing to coming to one of our negotiation training courses.
Negotiation Deal Consultancy Services
The Negotiation Experts support clients after the delivery of training. We do this in two ways: Deal consultancy services either side by side with clients or limited to the preparation cycle. Leveraging upon the success of our negotiation training courses,we collaborate with clients on their using our toolsets and techniques taught from afar, through coaching managers on how they can inspect and audit their teams, as well as through team discussions and team meetings. We
Sales Negotiation Questions to Get to the Decision Maker
We coach our clients to ask for the decision-makers - especially in the best Sales Negotiation Training and our Advanced Negotiation Training courses. Too many people ask ineffective questions like, "Do you make the decisions?" or "Are you the decision-maker?" to which most will answer "Yes." Why do people answer 'Yes' when they're not really the decision-maker? Simply because everyone wants to think of themselves as important. So, how do you get to your real decision-makers?
Articles
Torture Chamber
Business Expansion Woven From Trust
Become a part of a foreign society Another example of someone who fitted in completely with the Chinese is the China trader Paul Winestock, who had been dealing with the Chinese since the 1960s. As a trader of textiles in China during the 1960s and 1970s, Winestock built up a large network of customers and friendly officials. One of the latter, who had known him since he was a young man living in drafty provincial hotels with no dining room, was Li Haoran, who had first appointed Winestock
Case Studies
Negotiation Meeting
Negotiation meetings are typically where most of the deal is negotiated, with business negotiation meetings these days being face to face and via voice. The proper planning and effective running of negotiating meetings can make or break a deal. The more complexity involved, the more important getting the negotiation meeting planned correctly becomes. Negotiation meeting factors to plan: Who should and who shouldn't attend, how long each person need attend, team versus
Definitions
Personal Power in Negotiation
Dealing with power in negotiation should be done with great care. Before using power in any negotiation, be sure to analyse all the possible consequences of using that power. Remember that after you have used your power, you usually dissipate your power. Four important sources of personal power include: Authority or expert power (conferred by your knowledge or qualification on a matter or issue) Personal credibility (conferred by your experience and past track record) The
Questions & Answers
Top 5 Negotiation Skills
At the start of our negotiation skills training courses, we ask students what makes them feel uneasy about negotiating. Their answers often include: "I'm afraid I won't get the best deal." "I don't enjoy working with certain types of people." "I'm not always sure what needs to be achieved in a particular negotiation and how to get there." "I can get lost in the process and bogged down in details. I lose track of what I really want to achieve." This article gives some helpful tips on
Articles
Salary Negotiation
Cartoons
Camp David Third Party Intervener
There are occasions when negotiating parties cannot see the forest for the trees. They are unable to see past their own goals and interests which prevent them from arriving at a successful negotiated multiparty agreement. These are the instances when a third party intervener can help both parties find a solution to the dilemma that is plaguing their talks that have likely stalled. The Egyptian and Israeli conflict of the mid 1970’s posed that kind of dilemma. There were also
Case Studies
Concession Strategy
Your concession strategy is a plan of the goals / positions and sometimes the underlying interests that you will be trading with the other party. Before you enter the negotiations, at the very least you should have clarity on your and the other party's goals, and an sequence of which goals you want to trade or exchange. Concession strategies vary in detail. 'Concession Strategy' is more accurately called the 'Trading Plan'.
Definitions
IMF World Bank Debt Governance and Corruption
I read with a knowing smile your words: 'say... they have committed mischief'. For those who invest the time to make themselves knowledgeable by reading about the IMF's corruption and debt governance, particularly from trusted reputable sources online, there can be little doubt that the business of the World Bank, IMF and FED is to commit crimes against humanity for their member bank's benefit. As a negotiator, it's crucial that you start by getting to understand the history
Questions & Answers
9 Steps for Negotiation Preparation Success
Have you ever left a negotiation feeling battered and bruised like you never had a chance from the word go? Too often, I've seen smart yet unprepared sales professionals torn apart in their meetings. Admittedly, I suffered similarly early in my career. I notched my initial failings up to being part of my hard knocks sales negotiation training journey. Does the path to negotiation success have to be treacherous? I’m a big believer in practising before the game, not in the game.
Articles
Gates of Heaven
Cartoons
Negotiation Game
A few negotiation training courses make use of negotiation simulation exercises delivered using online negotiation training games. In this way, technology can be leveraged to teach participants essential principles of negotiation, psychology or influence in a fun and interactive environment. Some games are played between pairs, whilst others involve a room full of people. The purpose of most negotiation training games is to win, and sometimes to avoid losing. Many negotiation
Definitions
Influencing Decisions in Risk Averse Organisations
Welcome to negotiating internally within the constraints of most risk or loss averse corporate hierarchies. Telling you that you're not alone doesn't go very far to helping you make progress. So here are a few hot spot areas to focus your attention and assist you in achieving maximum internal negotiation skill leverage. What is your company's decision making process? I'm not referring to the organisation chart. One of the best ways to find out how your company 'really' makes
Questions & Answers
Negotiation Types
Negotiation is a part of our everyday lives and our history—from trading cards as kids to asking our boss for a salary raise or bargaining a purchase as adults. Sales training teaches how to negotiate price increases and to ask for discounts when we buy. Our negotiation skills are also frequently used to maintain our personal relationships. Most of us have family and friends we organize things with, budget with, and bargain about bedtime with. At some level, we often negotiate
Articles
Negotiation Tactics
Cartoons
The Cost of Death on Chinese Roads
Overview Mark Rogers is an English expatriate in Beijing, where he is the finance director of the branch of a U.S. multinational. He has been in China for seven years, during most of which he has held a Chinese driving license and driven on Chinese roads. In 2004, he was driving to the famous Shaolin Temple, a few hours south of Beijing. An hour out of Beijing, it started to rain heavily, and on taking a sharp turn in the road in Hebei province, he accidentally drove into two pedestrians,
Case Studies
Principled Negotiation
Principled negotiation is an interest-based approach to negotiation that focusses primarily on conflict management and conflict resolution. Principled negotiation uses an integrative approach to finding a mutually shared outcome. First explained in the book Getting to Yes, principled negotiation is used mostly in North America. The concept is more popular amongst academics and mediators than in business. Business to business sellers have criticized those academics
Definitions
Contract Bidding and Negotiation Process
Very often we deal with the problem at hand, never noticing that we've completely missed the 'real' issue. So I suggest that you step back from the contract bidding process or tender negotiation and ask yourself a few negotiation questions. Why after 25 years was your contract put up for tender? If this was due to: A deteriorated relationship, then invest time improving your negotiation relationships first. If trust is at an all time low, then consider apologising for any past
Questions & Answers
