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Negotiation Articles

Our consultants hope you enjoy reading our researched business negotiations articles. Please leave your comments and ratings for your fellow readers, and let us know if you would like to make a contribution as a negotiation writer.

Commercial Deal Based Negotiation Strategy - by Jan Potgieter
Matching the negotiation strategy to the type and context of your negotiations will improve your bottom line and save you time.

How To Profit From Negotiation – Part II Of II - by Jan Potgieter
The establishment of a corporate negotiation capability is no easy task and will require dedication and commitment at an organizational level. This article analyses crucial factors that underpin the establishment of a organisations strategic negotiation capability.

How To Profit From Negotiation – Part I Of II - by Jan Potgieter
One of the most accessible and powerful mechanisms available to accelerate the achievement of your organisational growth objectives is optimising your organisation's negotiation efforts.

Your Whole Brain Negotiation Team - by Michal Zieba
Different occupations require unique mental requirements. The best solution for the company and the employee is to have the closest alignment between the employee and their work.

Cross Cultural Negotiation - by Michal Zieba
Learn about the components of a cross cultural negotiation process to increase your success in avoiding barriers and failures in the international business arena.

Neutralising Manipulative Negotiation Tactics - by Calum Coburn
This article analyses negotiation tactics and their vital counters. Prerequisite for every serious business deal maker.

Making First Offers - the pros and cons - by Dr DP Venter
The decision as to who should make the opening move frequently causes great uncertainty and anxiety amongst negotiators. This is especially true when they lack reliable information about the other party.This article analyses the pros and conns of making the first offer.

Negotiating Strategic Alliances: Learning to Live with Ambiguity - by Rajesh Kumar, Associate Professor of International BusinessThe Aarhus Sch
In an era of rapid technological change strategic alliances have become an important part of most company's portfolios.The article analyses the ambiguity that is characteristic of alliances although the sources of ambiguity may clearly be distinct at different phases of alliance evolution.

10 Key Lessons from the World of Negotiation - Part 2 - by Dr David Venter
This article follows on 10 Key Lessons from the World of Negotiation - Part 1 .

Persuasive Sales Negotiation (Part III of III) - by Jan Potgieter
In this, the last article of the series Persuasive Sales Negotiation, we examine how we can apply the last two principles, authority and scarcity to optimise our sales negotiations.

10 Key Lessons from the World of Negotiation - Part 1 of 2 - by Dr David Venter
10 Key Lessons from the World of Negotiation, ten negotiation tips negotiation secrets, London UK. Negotiation Skills Training for Professional Sales Teams. Upgrade skills with negotiating Sales Training.

Persuasive Sales Negotiation (Part II of III) - by Jan Potgieter
The third principle of persuasion according to Dr Robert Cialdini, is the the principle of "Social Proof". This principle states that we determine what is correct by finding out what other people think is correct. This article follows on Persuasive Sales Negotiation - Part I.

Negotiating with an unreasonable manager - by Calum Coburn
Negotiating your way successfully through career challenges are the building blocks that will make you a great manager. Learn how to negotiate with an unreasonable manager.

Persuasive Sales Negotiation (Part I of III) - by Jan Potgieter
The task of the salesperson in the 21st century has become quite complex. To achieve and maintain competitive advantage, sales professionals need to continually update and improve their skills.This article is a continuation of the series 'Persuasive Sales Negotiation.

Framing - an important Negotiation Tool - by Dr David Venter
This article examines the Framing and Re-Framing Reframing negotiation tool. A frame directs the observer to focus on a feature of an issue within the frame and to disregard other features of the same issue which fall outside this frame.

Salary Negotiations - by Calum Coburn
Salary negotiation is only one of many significant facets of a job interview. Learn to prepare and ask all the important questions necessary for you to assess whether the job, team, boss and organisation are worthy of you.

Are You Winning over the Clients you Want or Losing Out? - by Jan Potgieter
The key to sound negotiation includes proper preparation, framing, recognising the techniques and ploys of others, as well as settling on agreements that stick. It is crucial that we are armed with the appropriate tools, which maximise the return on our relationships with the other party.

Sales Negotiations: How to get the most from them - by Jan Potgieter
Learn how to maximise your sales negotiation effectiveness. Successful sales are about ending up with win more/win more results, where both organisations feel that they have benefited from the transaction.

What is a BATNA? - by Dr David Venter
The better a negotiator's BATNA, the greater that negotiator's power, given the attractive alternative that negotiator could resort to if an acceptable agreement is not reached.BATNA allows far greater flexibility and room for innovation than is the case with a predetermined bottom line.

What's more Dangerous than Govt Files on you? Employers' Files - by Phil Baker
Employers pose a bigger threat to your future success than governments when it comes to your personal information. It's interview time - you`re not invited because of a misprint from a database you`ve never heard of before. No-one will call, nobody will write you. Here's what you need to know.

Negotiation Persuasion - by Dr David Venter
Mastering the art of persuasion is key to managers effectively responding to the many taxing problems inherent to the rapidly transforming business environment. Effective persuasion, requires of managers to acquire negotiation skills that will equip them to lead their employees towards joint problem solving and joint opportunity finding.

Costly Negotiation Failures - by Professor Manie Spoelstra
This article captures the sad consequences of failure to negotiate and peacefully resolve conflicts by highlighting two of the most telling examples.

Negotiation: Common Ground - by Sebastian Herweg
At some point parties entering into a contract will find something of interest in the offerings that the other party has.When parties overcoming zero interest positions begin to pursue interests it is commonly referred to as establishing common ground,without which negotiations are difficult and unfocused.

Creating Tomorrow's Corporate Architecture - by Jan Potgieter
There is more to negotiations than merely outsmarting our opponents. This article discusses how organisations can improve their negotiated results by implementing an enterprise wide approach to negotiations, thereby creating an organisational capability in negotiations.

Negotiation as a Corporate Capability (Part I of II) - by Jan Potgieter
Learning interpersonal negotiation skills is an absolute necessity for every professional negotiator.This article discusses how to acquire the ability to perform consistently in all negotiations across the enterprise with a view to acquire competitive advantage.

Negotiation Across Cultural Boundaries - by Professor Manie Spoelstra
This article analyses the importance of understanding and recognising differences in the use of non-verbal cues and body language of customers, especially those from other cultural backgrounds, to avoid costly misinterpretation during negotiation.

Book Review: Getting to Yes - by Sebastian Herweg
Learn the principles of negotiation tactics and how to negotiate with other people.The book review of Getting to Yes will be worthwhile for all negotiators.

Modern Negotiations - by Professor Manie Spoelstra - A look at negotiating in the 21st Century
This article discusses the crossfire of technological demands.If we are to successfully conduct our business in future, we have little choice but to creatively respond to these demands.

Negotiation Strategy - by Jan Potgieter
Negotiation strategy is a topic that elicits enthusiastic debate in most forums. In the present competitive environment that organisations and individuals find themselves it is necessary to approach the topic of negotiation strategy far more seriously.

Spotlight: Ploys, Gambits and Tricks (Part II of II) - by Jan Potgieter
This article discusses that it is important to use all methods of persuasion and influence ethically and not with the sole purpose of benefiting yourself at the cost of others. The use of these methods should create something of value to both sides in any interaction.

Spotlight: Ploys, Gambits and Tricks (Part I of II) - by Jan Potgieter
Negotiation Ploys Tricks Negotiating Tactics Gambits Countering Neutralising, London UK. Negotiation Skills Training for Professional Sales Teams. Upgrade skills with negotiating Sales Training.

The Use of Power in Negotiation (Part III of III) - by Jan Potgieter
In this edition, we will conclude the three part series by further exploring the remaining two kinds of Interpersonal Power - Expert Power and Referent Power in Negotiation.

The Use of Power in Negotiations (Part II of III) - by Jan Potgieter
In the previous article of this series we discussed Parity In Power. In this edition, we will explore the two kinds of Interpersonal Power. Legitimate power and Reward power.

The Use of Power in Negotiations (Part I of III) - by Jan Potgieter
This article analyses the study of power and its effect on the understanding of negotiation and relationships flowing from any negotiation.

Psssst... Do You Really Want That Job Or Contract? - by Professor Manie Spoelstra
Learn,what you should do to maximise your chances for success in the interview. The interview is a persuasive process and the interviewee should use all available ethical ways of influencing people.

Establishing Rapport in Negotiations - by Wayne Berry
Learn how to win instantaneous trust,the trust that leads to strong sustainable deals.Rapport requires of us as negotiators to develop the ability to place ourselves in the shoes of the other party and then view the world from their perspective.

The Rule of Reciprocation - by Professor Manie Spoelstra
This article discusses the importance of the rule of reciprocation in negotiation.It is at the very centre of the reject-then-retreat and door-in-the-face techniques, both relying heavily on the pressure to reciprocate concessions.

Spotlight: Set up your employment negotiations by compiling an effective CV/Resume - by Professor Manie Spoelstra
Learn how to make your employment resume/cv stand out by knowing how to use the most relevant qualifications and experience that applies to the job or position.

The Concepts of Vision & Mission Revisited - by JJ Murphy
Learn how an organisation should state its mission with a new perspective on its vision. Discover how new business strategies affect the values and focus of today's organisation.

Virtual Management: Changing the Management Paradigm - by JJ Murphy
This article discusses how traditional management methods and structures are failing to adequately accommodate a complexity-based world view, which is characterized by discontinuous change, hyper competition and the exponential explosion of information science.