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From the Publisher's Desk, October 2013


By John Baker



From the Publisher's Desk…

Publication Schedule…

Our next issue will be November 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.

Some comments on the October 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 some practical advice on how women can effectively deal with gender related issues in employment negotiations; look at some of the most difficult negotiation situations which arise when friends meet in negotiation; explore the roles that nonverbal communications play both for the crisis negotiator and the general negotiator; examine the rational for defending price against customer demands for discounts; and conclude with a look at the trust-based cooperative negotiation style and the need for organization negotiation strategy as proposed by Danish negotiation expert Keld Jensen. As always, our goal is to make these articles thought-provoking as well as informative. I am confident these articles achieve the goal.

"How Women Can Effectively Negotiate Improvements in Their Employment Terms" examines some of the obstacles that women encounter in negotiating employment terms because of gender-based stereotypes and provides a series of useful how-tos on over-coming them.

"The Challenging Business of Negotiating with Friends" explores how to deal with some of the difficulties inherent in negotiations conducted between friends and some of the techniques that work in such instances.

"Hostage and Crisis Negotiators: Nonverbal Communication Basics" looks at the important roles and impacts of nonverbal communication in crisis negotiation and urges all negotiators to learn to employ their power. You may be surprised at how important nonverbal signals are to negotiation success.

"Sales Negotiation: The Salesperson's Dilemma" examines conflicting pressures on the salesperson defending the price of an item against customer demands for a discount to make the sale. This article offers suggestions and rational for sticking to price as the best course of action.

"SMARTnership: The Third Road" looks at the ideas proposed in a new book on negotiating styles, argues for a trust-based cooperative style called SMARTnership and calls for organizations to develop and implement institutional negotiating strategies.

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 editor@negotiatormagazine.com. I and the readers are delighted by your response to date. Please keep enriching the magazine.

Thank you,

John D. Baker
Editor and Publisher
October 2013


The Negotiator Magazine October 2013 Copyright © 2013 The Negotiator Magazine