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What Every Negotiator Must Know Before they Negotiate
'Ignorance is Bliss' and 'Look before you leap' are old proverbs that occasionally haunt all too many of us. We side step some of our more irksome problems, hoping that if we ignore them long enough they will simply go away. Either that, or else we tackle our daily problems without giving any thought about planning our approach and plunge right into them to get them out of the way. Quite often, the problems that we either ignored or blindly leapt into see us land in a muddled mess. Afterwards,
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Negotiation Success: How To Evaluate & Measure
"How can we evaluate the negotiation ability of our managers, sales people and others who negotiate on behalf of our company?" I was lately asked by a client. "After all, we only seldom get the opportunity to really find out what they left on the table. Few of their counterparts will ever tell us what they were truly willing to do." "It's difficult," I replied. "Especially as just closing the deal may not be so great if they could have achieved better results by using more effective
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Creative Strategies To Solve Negotiation Problems
'Ideas are the root of creation' Ernest Dimnet We evolved because we were able to stand up and see above the tall, swaying grass. We could now see the predators that were stalking us, and hear them snarl in rage as their afternoon lunch deftly disappeared into an impenetrable thicket. Human beings were given opposable thumbs so they could nimbly manipulate the physical world around them into tools to defend themselves. Mostly though, we survived because we could think, create,
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Books: Learning to Negotiate With the Japanese
Rapid Rate of Change Books on doing business negotiations with the Japanese age quickly, because the country itself has always been changing quickly. Facts and statistics are only good for a year or so. So, some of the "best" books about Japanese business, which are still quoted repeatedly, are actually very much out of date. These include: Robert Ballon, Joint Ventures and Japan (1967). Adams and Kobayashi, The World of Japanese Business (1969). Yoshino, The Japanese marketing
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Setting The Climate For A Non-Confrontational Negotiation
What you utter in the first few moments of a negotiation frequently sets the tone of the negotiation. The other person quickly gets a feel for whether you are working for a win-win solution, or whether you're a tough negotiator who's out for everything they can grab. That's one problem that I have with the manner that attorneys negotiate-they're very confrontational negotiators. You receive that white envelope in the mail with black, raised lettering in the top left hand corner
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Negotiating Rationally (Book Review)
Negotiation Is a Rational Process Negotiating Rationally is about exactly what the title says it is. Written in three parts, each section takes the reader through a logical sequence. Together, the parts provide a sound basis in how to rationally approach a negotiation. Whether they're a first-time novice or an experienced negotiator who's attended some of the best negotiation courses, this book gives the reader a smart starting point in learning the essentials of negotiating.
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The Global Negotiator – Making, Managing, and Mending Deals Around the World in the twenty-first Century (Book Review)
Create a Valuable Partnership The Global Negotiator is a knowledgeable and practical guide for any business that is either considering or already involved in forming international relationships and partnerships. In our shrinking world of globalisation, it's essential for business executives to understand and appreciate the fundamentals of conducting business in the international marketplace. As the book's subtitle suggests, an international business arrangement
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The Heart and Mind of the Negotiator (Book Review)
The Opposition of Emotions and Logical Thinking The author is a recognized and distinguished Professor of Management and Organizations at the Kellogg Graduate School of Management at Northwestern University. This highly recommended book is logically constructed and broken down in painstaking detail. The book's title hints at the opposing forces that a negotiator must recognize and overcome. It's a competition between our emotions and logical thinking tugging powerfully
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Negotiate like a Gambler
Knowing When to Walk from a Business Negotiation Most executives delight in upcoming business negotiating sessions with about the same enthusiasm as they have about a root canal at their local dentist. The stakes are high. Negotiate too hard and the deal is lost. If you're too timid then you will leave money on the table, which in today's economy is nearly as bad as losing. Having been a strategic negotiator for a lot of years, I realize that successful negotiation is an art, rather
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Credibility: 5 Ways To Make People Believe You
Negotiation Credibility The absolute cornerstone of your ability to persuade, rests largely upon the level of negotiation credibility that you achieve with your negotiating counterpart. When you talk, do they really believe what you’re telling them? Unless they do, there is simply no way that you can persuade them to do what you want them to do in a negotiation. People might listen to you, but they won't act until they believe you. Let me emphasise this again. People won't
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Harvard Business Essentials - Negotiation (Summary & Book Review)
Concepts and Principles of Negotiations Negotiation is part of a series of books produced by the Harvard Business School. This book is well written and uses simple language to facilitate the needs of the novice negotiator. It's also a practical tool for any business manager. The book gives an excellent structural foundation in the essentials of negotiation skills development. Additionally, there are a number of well-crafted worksheets to help develop and apply the concepts
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Power and Negotiation (Book Review)
International Relations and Negotiations This book is the seventh of a series developed and edited by the Program on the Processes of International negotiation (PIN), based at the International Institute for Applied Systems Analysis (HASA) in Laxenburg, Austria. The foundation for this program is focused on international negotiations. Power & Negotiation contains a series of articles written by academics and professional consultants based throughout the world. The
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Practical Ethics: Four Paths to Greater Virtue
Negotiation Ethics It is no surprise to me that, in this time of comprised ethics and values, there are an ever increasing number of books and articles that stress the importance of ethics and values in everyday life. Ethics, ethical behaviour, and taking personal responsibility for choices carry even more importance in today’s business world. It is with this in mind that I would like to share with you a few reflections on ethics to assist us maintain that high standard of thought,
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Time Pressure in Negotiation
Why Do Negotiators Use Time Pressure? In Puerto Prince, Haiti, former President Jimmy Carter, Colin Powell, and Senator Sam Nunn were in intense negotiations with Haiti's military commander, General Cedras. The telephone rang. It was President Clinton calling to advise them that he had already begun the invasion and they had 30 minutes to get out of there. People become pliable under time pressure. When do your children ask you for something? Just as you're hurrying out of
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Negotiation (Book Review) – Is This the Best Negotiation Book?
A Valuable Information Resource Negotiation (2nd Edition) is a must-read for both the novice and the professional negotiator. This book is packed with the latest developments in the theory and practice of the negotiation process and conflict management. The authors have drawn upon a rich pool of resources from business schools, education, public policy, psychology, and many other sources. The result is an in-depth product that delves into the subject of negotiation. This
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How to Succeed When Working With Tactical Negotiators
The top priority that people have in negotiating sessions I teach, is dealing with tactical, positional negotiators. Students will present comments like, "I dislike to negotiate because it forces me to deal with ‘those people’ who use underhanded negotiation tactics to try to trip you up or fool you. It is adversarial, and I am there trying to get an agreement or solve a problem. All they want to do is trick me so they can win." The problem in dealing with these situations is
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The Best Types of Questions to Ask in Your Negotiations
Do you use and can you tell apart the various types of questions in your negotiations? How often can you tell when your chain is being pulled to get a "fight or flight" response out of you? Asking questions the right way is both an art and a science. Ask the question the wrong way, and the other negotiator might act like a turtle, becoming defensive and withdrawing into their shell. Ask the question the right way, and the other negotiator might "spill the beans." Let's look at
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Negotiating Foreign Currency Exchange Agreements (Part 2)
The other foreign currency challenge that can cause us to scratch our heads while our faces screw up in a perplexed frown is how to manage situations when the foreign currency is not easily convertible. The reason could be a result of the unsteady political climate of the country, or the foreign trading partner has taut policies that deliberately limit the ability of its citizens to use the foreign exchange market. The value of currencies could also be deliberately regulated
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