Monthly Archive for: ‘February, 2012’

Negotiation 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 …

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The 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 …

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If 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 …

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