Category Archive for: ‘International Negotiation’

Using Your “Incumbency” to Create Positive Leverage in Negotiation

Some concepts are better expressed using an example. Our client was at a crucial juncture with their customer — a European bank. In just three months, the time frame was expiring on an agreement to provision identity access management. That project had been running for three years, and had progressed substantially as forecasted. So a renewal to continue with the …

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International Negotiation: Using the MID™ to Cut Confusion

“We must have a 10-day shipment guarantee.” “This functionality is a must.” “A price reduction is mandatory.” How often have you heard conditions like these during a negotiation? Sometimes negotiators make every request sound as if it were mandatory. But what are the real deal-breakers? K&R’s MID™ is designed to help you identify and prioritize the issues in any negotiation. …

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Negotiation Examples: Managing Internal Conflict

Not all books on negotiation skills cover how to handle internal dissension or conflict during important negotiations. There’s a reason we included it as the third of K&R’s Six Principles™ of Negotiation: A team divided is a costly team. Here is an example of how one of our seasoned negotiation consultants, “Hank,” handled a very difficult situation with a member …

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International Negotiation: More About Preparing to Win

In our previous post on international negotiations, we discussed the critical importance of preparation and gathering facts. You can’t control all the factors, but you can control your knowledge base. The bigger that base is, the higher the chances for success. As noted before, your charge as an international negotiator is to conduct thorough background work on everything that could …

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International Negotiation: The Facts and The Culture

We once assisted a Japanese client company (we can call them “Friendly”) in negotiating a strategic alliance with an American company (whom we will call “Abrasive”) that had a reputation for being challenging. Prior to our meeting, we contacted a colleague who had done business with Abrasive. Our friend warned us that the lead negotiator would be very confrontational. Understanding …

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Six Principles Every International Negotiator Should Know: Terms Cost Money; Someone Pays the Tab

This is the ninth post in a series entitled: The Principles of International Negotiation: Finding Universal Value in a Complex World Every term in contracts and negotiations should be of some value. And each term has an associated cost. As a negotiator, knowing the rationale for a term enables you to articulate the value and identify its cost. The value …

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

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 …

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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 …

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Six 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 …

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The 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 …

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