Cross-Cultural Negotiations
Most of us do business with people from other countries, or at least other cultures. We all know that negotiation practices vary from country to country. So what should you do differently if your...
View Article“Nemawashi”
Informal negotiations between subsets of the negotiating parties, prior to the formal negotiations, often take place behind the scenes and away from the formal negotiation venue. This “shadow...
View ArticleMulti-Party Negotiations
A very common type of multi-party negotiation in high-tech is the cross functional team, where representatives of different departments meet together as a task force to achieve a common goal. Another...
View ArticleCommon Pitfalls of Negotiators
Negotiators seem to suffer the same common pitfalls regardless of their industry or culture. One of the most common problems is that they often settle for too little (Thompson, 2005). This occurs...
View ArticleDon’t just jump in
Often negotiators are in such a hurry that they forgo any relationship-building activities, jumping right into negotiations. In cultures outside the United States, considerable time is spent building...
View ArticleDefinition of a successful negotiator
It always is in the interest of negotiators to maximize their outcomes, but it is not in their interest to do so at the other party’s expense. The negative reputation that will ensue from the...
View ArticleHow to prepare for an important negotiation
As I’ve stated in previous posts, preparation is the key to a successful negotiation outcome. Here are some elements you should prepare before entering into a negotiation: Resistance point: A...
View ArticlePrepare five times longer than you negotiate
Detailed planning and preparation are critical for a satisfying process and achieving one’s goals in a negotiation. A general rule for preparing is to spend about five times longer in the planning...
View ArticleDon’t focus on the money
Information sharing, packaging and flexibility: Naïve negotiators tend to negotiate issue by issue and attempt to “win” on each issue. Skilled negotiators create value by prioritizing their issues...
View ArticleMultiparty Negotiations
A very typical multiparty negotiation in high-tech is the cross-functional team, where representatives of different departments meet together as a task force to achieve a common goal. There are several...
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