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From the Publisher's Desk, June-July 2014

By John Baker

From the Publisher's Desk…

Publication Schedule…

Our next issue will be August 2014. 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 June-July 2014 issue …

This issue examines four aspects of negotiation interaction and offers practical how-to guidance on dealing with each of them. We begin with a look at the internal communications needed and required between third-party negotiators and their principals, examine the importance of role-playing in negotiation preparation, consider the potential impacts of four techniques to increase your power in a negotiation in which your opponent appears to have most of the power, and conclude with a look at an important perspective that places appraisal and agreement on value at the core of effective negotiation and suggests an alternative focus on the art. As always, our goal is to make these articles thought-provoking as well as informative. I am confident these articles achieve the goal.

"Conducting Negotiations With Own Clients"  examines the need as well as the duties of third party negotiators and their principals to hold careful internal negotiations throughout the external negotiation process. Clear directions on goals, benchmarks, and opponent strengths and weaknesses are not only strategic necessities but essential parts of the third part-principal relationship. Do you know what these elements are and adhere to them in your own practice? This article will provide with some of the essential steps in such a relationship.

"The Negotiator Role Plays: Outwit Your Opponent by Being Him"  turns the spotlight on one of the most valuable and yet neglected tools in the negotiator's toolbox: roll playing. Especially helpful when issues are complex, members of the opposing side are difficult or relatively opaque, or subjects are sensitive and potentially dangerous, solid role playing is particularly helpful. Do you and your colleagues use this device in your preparation? If not, why not? It truly can be a game-changer.

"Negotiating When You Hold Little Power"  offers several suggestions that work to change the balance of power in a negotiation. If you have ever faced a negotiation in which you believe you have little power, you know how important the gap is as you pursue your goals. It can be decisive. This article provides four methods to alter the power balance. How many of these methods do you employ? Do you always come ready to use these methods? If not, are you short-changing your own success and sabotaging your own goals? Careful preparation always is the pillar that every negotiation rests upon. Is your pillar solid?

"NegoLogic"  examines an important new perspective on negotiation by Danish negotiation expert Peter Frensdorf that should be of interest to all negotiators. Mr. Frensdorf combines a life-time of negotiating experience with key principles of business psychology to offer a view of negotiation that concludes: "…it is not our aim to emerge from negotiation as the 'the winner', but to get our evaluation across." He then proceeds to make a case for how and why to do it. Certainly, it is a view that every negotiator should know and understand.


Congratulations to Delee Fromm on the publication of her new book entitled Legal Career: Essential Skills for Success in May 2014 by LexisNexis.

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
June - July 2014

The Negotiator Magazine June-July 2014 Copyright ©2014 The Negotiator Magazine