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From the Publisher's Desk, October 2014

By John Baker

From the Publisher's Desk…

Publication Schedule…

Our next issue will be November 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 October 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 need for managers to negotiate effectively with their subordinates, explore the importance of the qualities and the attitude required by negotiation, consider the largely unheralded role of persistence in negotiation success, and conclude with a look at an enhanced collaborative method of negotiation and its potential benefits. As always, our goal is to make these articles thought-provoking as well as informative. I am confident these articles achieve the goal.

"The Need for Managers to Negotiate Effectively with Their Subordinates"  looks at the failure of many supervisors to lead in this age of "at will" employment in the U.S. This article points out that many supervisors either do not how or do not use traditional motivational methods such as compliments on jobs well done, constructive criticism and other positive reinforcement skills. The article argues for a change in management direction and advocates training of supervisors in interaction with employees and bargaining skills. Should your organization be doing the same sort of training?

"Believing in Negotiating"  examines the qualities needed for successful negotiation. The negotiator, the author asserts, needs to believe in themselves, operate with clear goals, demonstrate persistence and patience, and show positive self-confidence. Is this case with your negotiators? If not, what are you doing about it to strengthen this critical business and life skill?

"Dimmer or Dimwit"  relates the simple story of a woman's persistence and consequent triumph over the "impossible odds" of overturning a company policy that blocked her goal. Far too often, people succumb to the claim that a company policy makes negotiation impossible. Negotiators, however, are trained not to do so. If you have any doubt about your negotiation team's persistence against such walls, you need to find out. The answer is vital to your bottom line.

"Getting to We"  examines a new book offering a review of recent academic research and new topical information reinforcing the benefit of using a cooperative bargaining approach in negotiation. Particularly targeted to supply chain management, but certainly very applicable to other types of negotiation, this work introduces readers to a well-developed and documented collaborative negotiation methodology proving effective in practice. Unquestionably, all negotiators need to know about it and some may find it ideal for their own practice.

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
September 2014

The Negotiator Magazine October 2014 Copyright ©2014 The Negotiator Magazine