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From the Publisher's Desk, November 2014

By John Baker

From the Publisher's Desk…

Publication Schedule…

Our next issue will be December 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 November 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 questioning process during bargaining interactions and discover that the difference between the most and least proficient negotiator is clear from the number of questions each asks; examine the power of compromise in achieving effective, efficient and ethical negotiation results; explore the qualities of the ideal negotiator; and conclude with a look at a new international negotiation book about the impact of Indian culture on its approach to bargaining. As always, our goal is to make these articles thought-provoking as well as informative. I am confident these articles achieve the goal.

"The Questioning Process During Bargaining Interactions"  presents empirical evidence that proves asking questions is a hallmark of the most proficient negotiators and explains why and how to use them. Are questions high on your negotiating skills list?

"The Power of Compromise"  examines the importance of using compromise as a fundamental negotiating tool. The article notes several key negotiating compromises and the value they provided to the process. Compromise is under attack by many persons in the U.S. today. Find out why this author not only disagrees with the attack, but urges more usage of compromise for creating effective, efficient and ethical negotiating success. Is the promotion of compromise a staple of your approach to negotiation?

"The Ideal Negotiator"  compares three negotiating styles represented as sharks, carp, and dolphins and decides that dolphins are the ideal negotiators. Every negotiator should enjoy this comparative negotiation analysis and see where they should school and why?

"Bargaining with a Rising India"  examines the role of culture in shaping both ancient and the current negotiation approaches to negotiation. Using the ancient Indian epic entitled the Mahabharata as a primary cultural source; the authors find that the Indian negotiating style has changed hardly at all throughout many centuries. We learn why the Indian negotiating approach today is positional and rigid, unbending and moralistic with a preference for delay and a belief that any deal may be worse than no deal at all. Essentially, we learn about why the Indian approach to negotiation is a Western negotiator's worst nightmare come to life. Anyone negotiating with India or similar international groups is certain to find this study of significant value.

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
November 2014

The Negotiator Magazine November 2014 Copyright ©2014 The Negotiator Magazine