What we can share

We are building a resource library on negotiation skills for site visitors and clients. Below is a small sampling. And, be sure to check back from time to time as more of our work becomes available on-line.

We make these resources available to the general public to enhance an understanding of negotiation skills. No matter how complex the business negotiation scenarios we teach, our negotiation course participants always ask us the same questions:

• Can you recommend additional reading or negotiation strategy?
• Why should I bother to negotiate?
• What are best practices for managing my negotiating team?
• How can I conduct effective salary negotiation with my staff?

We hope you find these negotiation resources informative and enlightening.

• Recommended Negotiation Reading
We’ve read them all, and here are our best picks.

• Why Negotiate?
We expound on the very practical reasons that choosing to negotiate will bring business success and enhance your professional and personal stature.

• Bargaining with Emotional Intelligence
This article explores the role your emotional intelligence has in the bargaining phase of negotiations. (Interview by freelance writer Sara Riglar.)

• Complex Agreements Call for Team Negotiations
First published in Sell!ng, this article explores how to assemble and prepare your negotiating team.

• The Other Kind of Concessions: The Art of the 100/100 Negotiation Deal
Originally published in Airport Magazine, and applicable to purchasing professionals, We encourage purchasing managers to utilize negotiation skills and provides them a summary of the fundamentals.

These documents are available electronically in Adobe^® Acrobat^® PDF file format. To view and/or print this document, a copy of Acrobat Reader is required. The software is free from Adobe, Inc. for download.