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 table will pick your team apart if given a chance. Even if it’s an opportunity they don’t take, disunity can severely damage your credibility, and prolong or sometimes cripple negotiations. In an international environment, where team members can often be in different time zones, keeping a unified voice is a particular challenge.

A Negotiation Example

In a key negotiation meeting with a Japanese buyer, our team firmly held that the product we were selling had to be clearly differentiated by the Japanese before it was resold. Read more

Negotiation 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 helps form good business relationships.

A Business Negotiation Example – Saving “Face”

At K&R Negotiations, we have extensive experience in business negotiations. We’ve collected numerous negotiation skills examples from a wide variety of business negotiations. Here’s an illustration of saving face from our collection of negotiation examples.

We were representing a buyer of equipment from a Chinese company. We were buying, not selling. Harvey was in the second seat, sitting across from the most senior negotiation on the opposing team. We’ll call him “Lu Jiang”. He was serving as a mentor for a much younger team member, Chang Lee, who was the lead negotiator for the Chinese team. As the mentor, Lu Jiang had a lot of face riding on this negotiation. Read more

Six 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

International Negotiation

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. Patience and listening yield trust and information. Trust and information help us generate credibility and leverage – the two things you must have if you want to negotiate successfully.

What are some other ways to generate credibility and leverage? Over decades of collective experience as international negotiators, K&R has formulated six principles that serve as a guide to the fundamentals of negotiating. Read more

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 Negotiation Games?

Gamesmanship is not for everyone, but all negotiators should recognize and understand these tactics. Gamesmanship as a tactic is used to cause confusion, intimidate, accelerate or improved leverage or momentum. Thus it’s a key skill to recognize gamesmanship tactics when they occur so that the skilled negotiator can deal with them. Read more