The Unethical Side of Negotiation

It's unlikely you lived thus far without being 'taken for a ride', or duped by someone. Few people have gone through life without telling a lie, even if it's only one of those little 'white lies', which many people accept as being socially acceptable. In the business world, there are those who readily take a Machiavellian approach of 'The end justifies the means.' Likewise, there are those individuals who relish describing the world of business as, 'the concrete jungle', or 'It's a dog eats dog world out there.' Such euphemisms truly challenge the notion of a civilized society, don't they?

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[from negotiations.com]

Negotiating With Difficult People Without Giving In

Negotiation is a task that Program Managers and Project Managers have to perform often with a project team member, a stakeholder or a sponsor. Listed in this post are several general principles of effective communication that can help you to quickly find a compromise and preserve, if not improve, your relationship with that person.
The theory behind the guidelines listed below is to show the other person you fully understand their position, their opinion is valued and it will inform your response. Your approach to communication when negotiating an important decision must demonstrate sincere interest in, and respect for, the input of others.

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[from pmsnack.com]

Negotiating to win

From the most mundane transaction to strategic high-level boardroom dealings, knowing how to negotiate is integral to success and survival.

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[from knowledge.instead.edu]

Visual Communication in International Negotiations

Visuals for a negotiation?

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Negotiation Slides

Negotiation PPT Content

More PowerPoint presentations from Andrew Schwartz

My eight best negotiation tips

Negotiation is a part of life we all have to deal with. Being able to do so successfully can make a big difference to our outcomes. Here are eight tips that have helped me.

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[from paulstips.com]

Negotiation Do’s and Don’ts From The Master Negotiators

Here are ten things that you should do and try not to do during a negotiation.

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Change Happens, Deal With It During A Negotiation

Change Happens, Deal With It During A Negotiation
By Dr. Jim Anderson
Have you ever given any thought to just exactly what happens after you've used your negotiation styles and negotiating techniques to negotiate the other side of the table down to the lowest price possible? I mean sure, you walk away from the negotiating table with a sense of accomplishment, but what happens next?
The Power Of Changes
It's human nature to assume that when something's negotiated, then we won't have to ever worry about it again. It turns out that when it comes to the negotiation process, this is not the case.
Every concession that you got from the other side of the table can be undone when it comes time to make changes to the agreement. In fact, the realization that there will be changes and that they will need to be negotiated may have been the reason that the other side agreed to the original concession - they knew that they could get back what they were giving up.
As a negotiator, what you need to realize is that when it comes to changes, the balance of power in the negotiations will shift to the seller because the buyer has already selected the seller - now the seller is able to hold performing changes hostage.
How To Defend Against Change Creep
One of the reasons that a seller has so much power when it comes to negotiating changes to an existing agreement is because all too often the buyer doesn't exactly know what they want changed. Studies have shown that the more unclear the buyer is, the more they are going to end up paying to have changes made.
In order to prevent yourself from getting trapped by the other side when it comes to making changes to an existing agreement, there are a number of steps that you can take. The first is to spend the time during the negotiation of the original agreement and include in that agreement prices for work that you don't want done but which you might change your mind and request later on.
Include the possible changes in the competitive bidding process. No, you're not planning on paying for them right now, but you want that to be a consideration when you award the contract.
Finally, realize that the other side will be trying to raise their prices for every change that is discussed with them. Don't let them get away with this. Negotiate hard on the price for every change that you discuss with them.
What All Of This Means For You
It can be all too easy as a negotiator to think that once a deal has been created that all of the work is done. It turns out that in the negotiation definition that we all have to live by, sometimes this means that the work is just starting - negotiating the cost of each change.
Negotiators need to be aware that sometimes even if you are trying to conduct a principled negotiation, the other side of the table will use change requests to win back items that have been negotiated away. Once you are aware of this, it's going to be up to you to create a plan to resist the other side's attempt to win the war by winning the battles that occur after the big negotiation is done.
Being aware of the other side's plans is half of the battle. Understand that just because you won the negotiation doesn't mean that you can't lose the battle to manage changes to the deal.
Dr. Jim Anderson
http://www.blueelephantconsulting.com/
Your Source For Real World Negotiating Skills™
Dr. Jim Anderson has spent over 20 successful years negotiating sales of all sizes. Dr. Anderson offers you his insights on how to develop your negotiating skills so that you can approach sales negotiations with more confidence that you'll be able close more deals and close them faster!
Oh, and if you want to follow Dr. Anderson on Twitter, he can be found at: http://twitter.com/drjimanderson
Article Source: http://EzineArticles.com/?expert=Dr._Jim_Anderson
http://EzineArticles.com/?Change-Happens,-Deal-With-It-During-A-Negotiation&id=7201845

International Online Training Program On Intractable Conflict

Conflict Research Consortium, University of Colorado, USA

Good Timing--Identifying "Ripe" Times for Negotiations

The timing of negotiations is often critical to their success. Conflict scholars and negotiators often use the concept of "ripeness," comparing negotiation to fruit. If a fruit is picked too early, it will not be ready for eating; however, if it is picked to late, it will be inedible as well. Negotiation works the same way. Conflicts must develop to a point before negotiation is possible, yet, if that "ripe moment" is missed, the conflict may not be open for negotiation again for quite a while.

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[from colorado.edu]

The Structuralist Dilemma in Negotiation

The Structuralist Dilemma in Negotiation

by

William Zartman

An interesting read.  Click here to read.