Six Principles Every International Negotiator Must Know: Concessions Easily Given Appear of Little Value
This is the seventh post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World It’s a worldwide phenomenon: You’re on vacation in a foreign country and decide to buy a souvenir. You know you shouldn’t pay the price they’re asking, so you make a lower offer on that “locally produced” carving. The vendor …
Read MoreSales Negotiator Training: Better Forecasting Closes More Deals
Sales forecasting is a critical activity for any team, but many companies have a hard time getting it right. Business pressures or subjective measures – emotions and opinion – often have too much weight, and distort the process. For business leaders who want to give their teams a dependable way of analyzing deals so they can focus on activities that …
Read MoreSix Principles Every International Negotiator Must Know: A Divided Team is a Costly Team
This is the sixth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World As many have learned, cracking the united front of a negotiation team can yield prized concessions. As with a teenager who knows how to play one parent against another to get permissions and privileges, the party across the negotiation …
Read MoreThe Six Principles Every International Negotiator Must Know – Protect Your Weaknesses, Utilize Theirs
This is the fifth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World Employing this principle begins with a clear-eyed assessment of your negotiation team’s weaknesses. Be brutally honest with yourself in evaluating how critical factors like tight deadlines, lack of patience, insufficient alternatives, lack of understanding of the customer, poor cash …
Read MoreNegotiation Examples: The Power of “Face”
"Face" is a person’s standing in the eyes of others. In negotiations, that means looking good to each negotiation side, peers, management, spouse and family. It avoids putting someone in an awkward position that could humiliate or embarrass them, particular with a direct confrontation. When confronted negatively, negotiations can quickly deteriorate. However, giving someone "face" makes them feel good and …
Read MoreSix Principles Every International Negotiator Must Know: M.O.R.E.
This is the fourth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World In our two previous posts on international negotiation, we discussed the importance of P&L (Patience and Listening) and the dynamics of credibility and leverage. One is a practice, the second is a conceptual understanding. They are interlocking and dependent. …
Read MoreNegotiation Examples: Diffusing Intimidating Tactics
Negotiation Tactics Versus Gamesmanship Negotiation tactics are techniques or actions intended to influence a negotiation. However negotiation gamesmanship consists of techniques or actions, unrelated to the merits of the transaction, used to gain an advantage in a negotiation. Thus, gamesmanship is a subset of tactics. For example, yelling, screaming, intimidation or walking out are types of gamesmanship tactics. Why Understand …
Read MoreThe Dynamics of Credibility and Leverage
This is the third in a series of blog posts The Principles of International Negotiation: Finding Universal Value in a Complex World. "You lied to us." That was what we heard from across the table on the opening of our fifth consecutive negotiation meeting during a Japanese engagement. The actual issue was minor, having only to do with the meeting’s …
Read MoreIf You Don’t Listen, You Can’t Win: Positive Attitudes for Effective Global Negotiators
This is the second post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World. You can read all posts in the series here. In its essence, good negotiation is good communication. When the person across the table from you is from a different country, you’ll see and feel just how critical good communication …
Read MoreThe Principles of International Negotiation: Finding Universal Value in a Complex World
The combination of technology and the evolution of global markets has created exciting opportunities to forge successful relationships and seek lucrative deals globally. While the world has indeed become smaller and a lot faster, culture from country to country, region to region – and even company to company – is far from uniform. With dazzling new opportunities come more potential …
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