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From the Publisher's Desk, December 2014 - January 2015

By John Baker

Holiday Greetings…

Our best wishes to every reader on this holiday season. May each of you enjoy wonderful holidays and a New Year that brings happiness, prosperity and peace.

Some comments on the December 2014 - January 2015 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 critical skill of asking questions, explore the role of two approaches to negotiation: Win-win and Win-lose, consider ways to strengthen the agent-principal relationship, and conclude with a look at a new book entitled Let's Close A Deal by a sales and negotiation expert. As always, our goal is to make these articles thought-provoking as well as informative. I am confident these articles achieve the goal.

"Using Skillful Questioning in Negotiation"  looks at one of the most important roles of the negotiator. Questions are the doors that produce essential information from your opponent, focus the discussion of key topics, and check their understanding and interest level of all the negotiating participants. Are you expert in questioning? Do all of your personnel share this expert knowledge? How do you know?

"Win-lose Negotiation is Dead! Long Live Win-win Negotiation!"  examines the role of evolution in the change of systems, including approaches to negotiation. Is the Win-win approach to negotiation so superior that its win over all other negotiating approaches is virtually pre-ordained? This article argues the ultimate victory of the approach is virtually in our evolutionary genes. Is it? Or is the approach a cultural one which may or not be right for the current culture and shift with the times? Indeed, is it truly a step forward from the Win-lose approach that continues in the U.S. and throughout much of the world. What is your position on this matter?

"Agent and Client Must Build Trust and a Plan to Get the Best Results"  presents some suggestions to increase trust between principals and their agents. A few of the ideas covered are using framing to demonstrate understanding of the principal's needs, envisioning how principal success would be measured, and brainstorming as an agent-principal team. Unless you work alone, all workers from the warehouse floor to the CEO suite need to know that their needs are being represented correctly. What do you do to ensure this is true in your organization? Is it enough?

"Let's Close a Deal" examines a new book by a sales and negotiation expert explaining how to use specific strategies and techniques to close deals, ensure the success of those agreements, and use simple methods to strengthen those relationships. This expert calls her approach to sales and negotiating "win-win-win" and demonstrates through her proven record that her techniques work. She also knows how to engage her reader in her strategy and methods. This work is a primer for the sales force as well as the CEO.

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 twelve 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
December 2014 - January 2015

The Negotiator Magazine December 2014 - January 2015 Copyright ©2014 The Negotiator Magazine