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From the Publisher's Desk, August 2014

By John Baker

From the Publisher's Desk…

Publication Schedule…

Our next issue will be September 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 August 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 preparation phase of negotiation and ask whether or not negotiators often regularly misuse that time, examine negotiation as a cumulative life-long process, examine multiple reasons that may determine if your proposal is accepted and how to improve your chances, and conclude with a look at the rapidly expanding field of international negotiation and a new book on how to become a global negotiator. As always, our goal is to make these articles thought-provoking as well as informative. I am confident these articles achieve the goal.

"Prepare a Negotiation Not a Presentation"  looks at one of the most common steps in the negotiation process: preparation and suggests that negotiators frequently misuse the time. Why? Simply, many negotiators spend their preparation time crafting a presentation to show the other side's case is incorrect. Instead of this activity, this article urges, a very different and far more productive usage of the time - preparing for the approaching negotiation itself. Preparation , the article contends, should focus on such things as determining your own interests and the interests of the other party, conceiving and developing a strategy for shared success, preparing plans for opening offers and concessions; and devising agendas, etc. In a nutshell, are you or your representatives really doing negotiation preparation? If not, what is the price in your negotiation results?

"Negotiating for Life"  examines the value of an individual's negotiating memories and suggests that successful negotiations benefit from the accumulated learning of a life's enterprise. This article suggests that negotiation knowledge is cumulative, transferable across time and event, and searchable throughout life as we engage in new negotiations. Experience, it suggests, is one of the valuable and yet neglected tools in the negotiator's toolbox. Is this recognized in your preparation? If not, why not? How do you determine if you truly have comparable negotiating events or very different events?

"How to Increase Your Chances of Acceptance"  offers a list of eight reasons why proposals are rejected despite the quality and applicability of the substance of the proposal itself. Along with suggestions for handling objections, the article also offers a variety of ways to make proposals more attractive and gain their acceptance. Here, for example, is a critical component that should be on your preparation agenda. Is it?

"Negotiating Globally"  examines the growing business need to negotiate agreements across international boundaries and to manage inter-culturally based enterprises successfully. This article introduces a proven guide to global negotiation. For the negotiator, it is an introduction to the special knowledge, skills, and complexities of global negotiation. Certainly, it is an approach that every negotiator should know and understand.

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
August 2014

The Negotiator Magazine August 2014 Copyright ©2014 The Negotiator Magazine