Six Principles Every International Negotiator Must Know: Negotiation is a Continuous Process

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This is the eighth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World

If you are skillful in building a good negotiation process, your negotiations with your client should never end because you’ll be doing repeat business.

If negotiations are a building block for successful relationships, then they must be seen as a form of interval training, not a single sprint. Since negotiation work can result in a long-term future (or no future), success in that work will create business relationships that make doing business easier and more rewarding for all parties. Read more

Negotiation Examples: Preparation is Key

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sales negotiation

Often, successful sales negotiations rest on preparation. How do you go from hard work to successful outcomes? What’s the actual process? It’s preparation.

Preparation means always gathering information to gain an understanding of the motivations and objectives of the other side as well as our own. Without this understanding, we’re merely guessing at the terms (the requirements) that might satisfy the other side. How can you solve the other side’s problems if you don’t know what they are?

Good preparation also gives you confidence. Read more