How to become a good negotiator
- Dripping roast. // Essential Negotiation;2004, p73
The article presents the term "dripping roast," which is used in a negotiation. It suggests to sweat once, while benefiting many times by winning an order and basking in the income from the repeat business.
- Fait accompli. // Essential Negotiation;2004, p80
A definition of the term "fait accompli" is presented. It refers to a ploy to shift power to the doer and raise the stakes if counter sanctions are applied.
- Fall-back. // Essential Negotiation;2004, p80
The article presents the term "fall-back," which is used in a negotiation. It suggests disengagement if negotiations do not work out as expected.
- Fair. // Essential Negotiation;2004, p79
The article presents the term "fair," which is used in a negotiation. A sense of fairness is considered a popular settlement option, which influences negotiators, because their negotiation models do not incorporate bargaining skills, power perceptions, and expectations.
- Guidelines for buying or selling a business. Grill Jr., Norman G. // Fairfield County Business Journal;9/24/2007, Vol. 46 Issue 39, p34
The article offers insights on how to be manageable in buying or selling a business. The ideas are divided into four techniques including the establishment of intentions for the transaction, research about the party to be dealt with and consideration of factors in negotiation such as the down...
- SEVEN STEPS TO BECOMING A Black Belt NEGOTIATOR. Lee, Michael Soon // Home Business Magazine: The Home-Based Entrepreneur's Magazine;Jul/Aug2008, Vol. 15 Issue 4, p36
The article provides information on how businesspeople can become better negotiators. In this paper, negotiation is associated with a martial arts contest where power, leverage and timing mean the difference between winning and losing. In martial arts, one prepares for a contest by knowing the...
- 10 winning negotiations-- tactics that work! Pollack, Irwin // Fort Worth Business Press;1/23/2004, Vol. 17 Issue 3, p30
Presents several tips on business negotiation. Avoidance of splitting the difference; Things to prioritize during a negotiation; Inflation of the opening offer.
- Distributive bargaining. // Essential Negotiation;2004, p72
The article offers information about the term "distributive bargaining," which is used in a negotiation. It includes examples, such as a wage rise that increases employees' incomes and employers' costs, a price negotiation that benefits the buyer and reduces the income of the seller, and a...
- Free Trade from the Bottom Up. Lindsey, Brink // CATO Journal;Winter2000, Vol. 19 Issue 3, p359
Focuses on trade negotiations. Why protectionists opposes against trade negotiations; Benefits of free trade to the United States; Why many countries are turning to trade liberalization.