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 Styles
Understanding the Five Negotiation Styles People often ask, "which is the best negotiation style?" As with much management theory, there is no single "best" approach. All five profiles of dealing with stressful and high-pressure negotiations are useful. Determining which to use depends on the given situation. Although we're capable of using all five, we have noticed in our sales negotiation training and contract negotiation training that participants tend to use between
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Concession Excitement
Cartoons
Gaming in Shanghai
Overview HyperHawk, one of the world’s major providers of global supply management software and services, helps companies reduce costs through efficient product and services sourcing. At the time of writing, HyperHawk had handled more than $50 billion worth of products and services in the oil and gas, other natural resources, retail, transport, finance, and industrial sectors for customers including General Motors, Nestlé, Shell, Japan Energy, Mitsubishi, and
Case Studies
Unanimity Rule
A process often employed in ‘Group’ or ‘Multi Party’ negotiations to reach a decision or agreement by the involved negotiating parties. A unanimous decision is only achieved when all the negotiating parties are in total accord in making a decision or an agreement.
Definitions
Positional Union and Management Negotiators
In the U.S. it's illegal for management to not negotiate past its first offer. From what you've described, it sounds like management are being competitive, positional and may not want to negotiate. If you take their 'position' seriously, then two options include asking them to come back when they are ready to negotiate, or to make a counter proposal. [resourcePageOnlineCourses]Framing I would suggest that you prepare a carefully worded 'negotiation frame' to talk about
Questions & Answers
Do You Know When They're Lying?
Is lying just a part of negotiation? Recent studies about lying revealed that complete strangers lie to one another at least three times within the first couple of minutes of meeting one another. Additional research declares that you will be lied to today anywhere between ten and two hundred times! Typical lies told by both men and women include: "I'm on my way." "I'm stuck in traffic." "Sorry I missed your call." "I'm fine thanks" The most common workplace lies: "I'm sick. I won't
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Competitive Negotiation
Andorra Versus the European Community (EC)
Andorra Versus the EC: Negotiations As a vestige of Charlemagne’s Empire, Andorra is a small land-locked principality snuggled between France and Spain. The President of France and the Bishop of Ugrell of Spain jointly govern Andorra as co-princes. They hold sovereign power over the principality except on issues of economic and social matters. Two parallel agreements ruled Andorra's trade, negotiated between France and Spain. When the EU negotiated to admit Spain into
Case Studies
Negotiation Trade-Off
Also sometimes referred to as a ‘Concession’ where one or more parties to a negotiation engage in conceding, yielding, or compromising on issues under negotiation and do so either willingly or unwillingly.
Definitions
Negotiation with Chinese - Business Concessions
Why should he propose concessions? His behaviour looks perfectly professional and clever to me. It has put the foreign team on the defensive. Nice one. It might also be the case that the foreigner has introduced "positional negotiation" far too early. If so, that makes me feel that the foreign team has been quite naive - naive in that they expect a sort of tit for that, the Chinese "have" to give a concession now that the foreigners have "so properly" put their position on the table.
Questions & Answers
RFI RFQ RFP Meaning
What is the meaning of RFQ, RFI, RFP, and RFT? Contract negotiation training graduates often ask us to explain four key terms that comprise the 'RFx' processes (i.e. RFI, RFQ, RFT, and RFP). These processes have grown in popularity in procurement and purchasing. This is especially so in large organizations with professional buyers, purchasing managers, procurement managers, and sourcing managers. The best negotiation training classes teach how to select and use each RFx
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Bargain Brain Surgery
Cartoons
How Giving Face in China Translates to Negotiation Success
Overview Rod Zemanek, the principal negotiator, designer and Project Manager of an Australian chemical engineering consultancy, (Predict Pty Ltd) has a warning for those wanting to do business in China: “Many Chinese see it as their patriotic duty to shoot down foreigners, so you can be like a clay pigeon at target practice.” Despite this, Rod Zemanek has been successful in China and is responsible for the design of many of the country’s modern breweries. He was invited
Case Studies
Negotiation Trading Plan
A negotiation trading plan is a table or spreadsheet that sets out which goals / positions / tradables you are going to exchange or trade with the other party. A trading plan is an essential part of negotiation preparation, especially for complex negotiations. Trading plans should not only identify the goals of each party, trading plans should also rank these goals for each party and set out which goals you want to trade together. The Negotiation Experts clients are trained to
Definitions
Employment Contract Negotiation
In considering how to approach negotiating a pre-employment job offer there are a number of areas you can research beforehand. Preparing for a negotiation is vital to getting the best employment agreement. Having more information at your fingertips will give you a good idea of the list of questions you will need to ask at the interview. Write out your negotiation questions in a manner that will give you best possible information so you can consider the pros and cons. By eliciting
Questions & Answers
Shaving Margins
Creative Problem-Solving in Negotiations
Creative Problem-Solving All too often, negotiators can become bound as they commit to taking a competitive approach to their negotiation. As a result, they don't allow themselves to be flexible or to consider a creative approach. Taking a versatile approach with outside-the-box thinking can generate more value from the negotiations. On the other hand, a common error committed by those who believe they are taking the win-win approach to their talks is to overcompensate
Case Studies
Negotiation Target
The desired negotiation outcome or goal decided at the start of the negotiation. This is best set across each and every aspect of a negotiation (e.g. price, term, volume etc). Some organisations set an ambitious negotiation aspiration or opening offer, and a less ambitious negotiation target, while for others these are one in the same. The level of negotiation aspiration is heavily influenced by a country's culture, with the Germans setting lower aspirations and the Chinese
Definitions
Westerners Chinese Negotiation Failure
Q1: I assume that this means "fail to reach an agreement". There are dozens of possible causes. Here are a few common reasons: Failure to develop friendly, trusting relationships with the Chinese Failure to understand what Chinese negotiators really want from an agreement The Chinese team has not developed a coherent set of demands because they have conflicts within their own team There is no one in the foreign team to guide them on understanding the Chinese and / or they do not
Questions & Answers
Job Offer Negotiation Advice
One of the most exciting experiences we can face in life is the prospect of starting a new job. We can literally feel the buzz as anxiety and self confidence ebb and flow through the interview process. Afterwards, we will occasionally catch ourselves staring into space, tapping our fingers, sneaking glances at the phone and eagerly checking our e-mail to see if we’ve had a response. Then, that magical moment comes – we get the job and they want to talk about the job offer. What
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