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From the Publisher's Desk, May 2013

By John Baker

From the Publisher's Desk...

Publication Schedule …

Our next issue will be June - July 2013. Please let us know immediately if you are not receiving the announcement of each issue by e-mail which is sent before each issue. Additionally, please let us know if you need assistance with your subscription at any time.

Subscriber Search Capability Debuts…

Subscribers will find a new magnifying glass icon has been added to The Negotiator Magazine's navigation bar after logging into their account. This new feature allows subscribers to search through the archive of the magazine's almost 400 articles for a term, a phrase or a concept. I am confident that you will find this new capability an important assist in maximizing the value of the magazine.

The search capability continues to be refined, but I searched for win-win negotiations and found approximately 100 references to that topic in the magazine. Additionally, I tried concessions and opening offers and found dozens of references for each term.

Our new search capability should make The Negotiator Magazine an even more useful resource as you prepare for your next negotiation. Now, you can locate targeted advice as you need it from the leading researchers and practitioners in the field. I am confident you will find the search capability efficient and effective.

Some comments on the May 2013 issue …

This issue examines five aspects of negotiation interaction and offers practical how-to guidance on dealing with each of them. We begin with the importance of recognizing the vital differences that gender makes in the perceptions of negotiators; examine the variables that can change the best of intentions into the worst of outcomes as some agreements unfold; highlight a fear that paralyzes some negotiators together with its remedy; look at the need for special tactics and strategies required for effective negotiating by telephone; and close with a review of a negotiating skills resource that readers throughout the globe have found useful. As always, our goal is to make these articles thought-provoking as well as informative. I am confident these articles achieve the goal.

"How to Avoid Pushback" examines the role that gender perceptions play in negotiation expectations and their possible performance consequences. Importantly, the article also presents a useful set of action steps that women may use to manage the situation. Negotiating success requires that that the full array of forces operating in a negotiation must be recognized, encountered and managed if the process and its forthcoming agreements are to be solid and reflective of best outcomes. This article points the way to discovering those hidden gender drivers and dealing with them to advantage.

"Looking for Logic: Perseverance and Perplexing Negotiations" looks at the differences between the expectations of the parties and the realities of shattered dreams possible in actual contract performance. Despite logic, best assumptions, written words and assurances about a meeting of the minds, every negotiated agreement is subject to unexpected forces. Negotiation attempts to use skill and art to assure performance, but emotion, future uncertainty and even the power of nature leave this as all human actions at risk. This article should remind every negotiator that the unknown is a major factor in every agreement and must be acknowledged and prepared for in every contract.

"Initiating Bargaining Interactions" examines the fear that initiating a claim against another party may be perceived as a sign of weakness. This paralysis, of course, either leads in time to abandoning claims or turning to formal legal action through litigation or mediation for settlement. Negotiation as an intervening and often a decisive step along with communication between the parties is lost in the process. This article explains why it is an advantage to make the initial offer as well as to negotiate. Very importantly, also, it makes clear the need of the potential negotiator to operate both with wisdom and with courage.

"Special Tactics to Negotiate Effectively by Phone" explains why physical separation and limited communication capabilities require special tactics and strategies. The basic nature of negotiation as a human-interaction does not change with either of the variables of separation and device. In fact, what the parties say by telephone, e-mail or letter may well amplify or underplay the impact of statements. Without visual clues which make-up the vast majority of human communication, purely verbal statements are particularly open to misunderstanding. Awareness, planning and special tactics are essential as this article makes clear.

"How to Negotiate Effectively" focuses on a brief, but well-known negotiation skills manual that provides a ready resource for any negotiator. Used by negotiators throughout the world, this is a negotiation skills manual that every new negotiator will find invaluable.

Expanding Our Horizons…

A call for topic suggestions and articles

The Negotiator Magazine goal is to provide the most comprehensive resource in the field of negotiation. Throughout the more than eleven years that the magazine has served its readers, one of its most valuable resources has been our readers who have suggested and often written many of the approximately 400 articles contributed by the nearly one hundred writers that enrich the publication.

If you would like to suggest a a topic for a future negotiation article you would like the magazine to cover, contribute an article, or comment on an article in the magazine please contact me at I and the readers are delighted by your response to date. Please keep enriching the magazine.

Thank you,

John D. Baker
Editor and Publisher
May 2013

The Negotiator Magazine May 2013 Copyright © 2013 The Negotiator Magazine