Negotiator magazine dot com title

THE NEGOTIATOR MAGAZINE: Dedicated to being the finest resource on negotiation.
Sign in Find us on Facebook

Acquisitions

Review of: Successful Acquisitions: A Proven Plan for Strategic Growth by David Braun (New York: AMACOM, 2013) Baker, John D. (June-July, 2013)

Assumptions

Ask The Negotiator: Is This A Perfect Balance -- Or Is There Such A Thing?   Cohen, Steven P. (October, 2003)

Auto Purchase Negotiation

Negotiating New Vehicle Purchases   Craver, Charles B. (July, 2005)

Book Reviews - Click here to see all book reviews

Conflict NegotiationTop

Conflict: Don't Fight It, Manage It   Garner, Eric (March, 2007)

Hydraulic Fracturing: A Controversy and A Case for Evolved Negotiations,Part One: A Primer on Resource Extraction and Hydraulic Fracturing  Bracken, Lisa (May, 2012)

Subscriber Content Hydraulic Fracturing: A Controversy and Case for Evolved Negotiations, Part Two: A Collision of Conflicting Interests and Conditions  Bracken, Lisa (June - July, 2012)

Subscriber Content Hydraulic Fracturing: A Controversy and Case for Evolved Negotiations, Part Three: Resolving Intractable Conflict by Evolving It  Bracken, Lisa (August, 2012)

Review of: CONFLICT 101: A Manager's Guide to Resolving Problems So Everyone Can Get Back to Work by Susan H. Shearouse (New York: AMACOM Books, 2011) Baker, John D. (June - July, 2011)

Review of: Emerging Systems for Managing Workplace Conflict By David B. Lipsky, Ronald L. Seeber and Richard D. Fincher (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (June, 2003)

Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek (San Francisco, CA: Jossey-Bas, 2002) Baker, John D. (January, 2003)

Review of: The Conflict Resolution Toolbox: Models and Maps for Analyzing Diagnosing and Resolving Conflict By Gary T. Furlong (John Wiley & Sons Canada, Ltd, 2006) Baker, John D. (September, 2005)

Review of: The Essential Guide to Workplace Mediation & Conflict Resolution: Rebuilding Working Relationships by By Nora Doherty & Marcelas Guyler (London, U.K.: Kogan Page, 2008, 2009, 2010) Baker, John D. (June - July, 2012)

Review of: The Five Percent: Finding Solutions to Seemingly Impossible Conflicts By Peter T. Coleman (New York: Public Affairs, 2011) Baker, John D. (October, 2011)

Review of: You And What Army? How to Neutralize Conflict and Negotiate Justice: For the Totally Outgunned, Inwardly Timid, Burnt Out or Socially Defunct By Lisa Bracken (Silt, Colorado: New Flight Books, 2011) Baker, John D. (October, 2012)

The Source of the Mediator's Power: How We Connect the Disconnected and Engineer Agreements   Schau, Jan Frankel (May, 2007)

Contract Terms NegotiationTop

2012 Top Terms in Negotiation   Cummins, Tim (February, 2013)

Subscriber Content Business Negotiators Often Hit the Wrong Targets   Cummins, Tim (September, 2011)

Win-Win Negotiation: Becoming a Reality?   Cummins, Tim (March 2014)

Crisis NegotiationTop

Anatomy of a Hostage Negotiation: An Interview with a Primary Negotiator   Baker, John D. (August, 2004)

A Practical Guide for All Types of Negotiation: A Look at 150 Laws of Hostage and Crisis Negotiations  Greenstone, Dr. James L. (November, 2012)

Ask the Negotiator: "Doctor, Lawyer... Hostage Negotiator"   Rustenburg, Kip (May, 2004)

Crisis Negotiating: Texas Association of Hostage Negotiators   Sherman, Bob (June, 2002)

Subscriber Content Hostage and Crisis Negotiations in Medical Facilities: Implications for Medical Personnel  Greenstone, Dr. James L. (December,2012 - January,2013)

Subscriber Content Hostage and Crisis Negotiations: Wise Behavior for Hostages in a Hostage Situation   Greenstone, James L. (August, 2013)

Subscriber Content Hostage and Crisis Negotiators: Nonverbal Communication Basics  Thompson, Jeff (October, 2013)

Hostage Negotiation: The Divergence From Other High-Stakes Negotiations and the Impact of Measuring Effectiveness   Grovert, Ashley (May, 2007)

Hot Tips on Negotiating in a Hostage Situation   Johnson, Dr. Curtis M. (December, 2002)

Subscriber Content Negotiating With Terrorists  Noesner, Gary (April, 2013)

Negotiation Lessons Learned by an FBI Hostage Negotiator   Lanceley, Frederick J. (December, 2004)

Negotiation Success Factors: How They Work   Greenstone, Dr. James L. (February, 2006)

Subscriber Content Negotiator Safety: Risky Business  Greenstone, James L. (December 2013 - January 2014)

Subscriber Content Negotiators and Operational Behavioral Health Specialists (OBHS)©™: Win the Mind, Win the Day  Greenstone, Dr. James L. (April, 2012)

Subscriber Content Negotiators Gaining from Training: Publishing Hostage and Barricade Situations, and the Ethical Concerns   Greenstone, Dr. James L. (September, 2011)

Review of: Hostage/Crisis Negotiations: Lessons Learned from the Bad, the Mad, and the Sad by Thomas Strentz (London: Kogan Page, 2011) Moore,Russ (June-July, 2013)

Review of: On-Scene Guide for Crisis Negotiators, Second Edition By Frederick J. Lanceley (Boca Raton, FL: CRC Press, 2003) Baker, John D. (November, 2003)

Review of: Psychological Aspects of Crisis Negotiation, 2nd Edition by Thomas Strentz (Boca Raton, Florida, CRC Press, 2012) Baker, John D. (March, 2012)

Review of: Psychological Aspects of Crisis Negotiation By Thomas Strentz (Boca Raton: CRC Press, 2006) Moore, Russ (April, 2006)

Review of: Stalling For Time: My Life as an FBI Hostage Negotiator By Gary Noesner (New York: Random House, 2010) Baker, John D. (May, 2011)

Review of: The Elements of Police Hostage Negotiations: Critical Incidents and How to Respond to Them By James L. Greenstone (New York: The Hayworth Press, Inc., 2004) Baker, John D. (January, 2005)

Selection and Training of a Crisis Negotiation Team   Sherman, Bob (May, 2006)

SME (Subject Matter Expert)?   Moore, Russ (March, 2007)

Subscriber Content The Hostage Negotiator's Guide to Change Management  Horton, Simon (October, 2012)

The Most Serious Errors Made by Negotiators: Twenty-Five to Consider   Greenstone, Dr. James L. (May, 2006)

The Tactical Dance   Moore, Russ (May/June, 2005)

Twenty-Eight Suicides: The Law Enforcement Experience   Lanceley, Frederick J. (August, 2005)

Victim Precipitated Suicide "The Weapon of Choice Is Us"   Moore, Russ (September, 2006)

WHY WE DO THE JOB   Moore, Russ (August, 2006)

Dispute ResolutionTop

Subscriber Content At Impasse? Consider Final Offer Arbitration   Carrell, Michael R.; Manchise, Louis J.  (December 2013 - January 2014)

Subscriber Content Evolved Negotiations: A New, Blended and Broadened Approach to Influencing Conditions, Adversaries and Outcome  Bracken, Lisa (October, 2011)

Subscriber Content How Can Your Opposition Be So Wrong and What To Do About It   Altman, Steve (November, 2013)

Subscriber Content Negotiator Safety: Risky Business  Greenstone, James L. (December 2013 - January 2014)

Subscriber Content Patience is a Virtue When People Negotiate   Craver, Charles B. (March 2014)

Promising News From the Front: Peacemaker Offers Plenary Address to the U.S. Department of the Navy   Schau, Jan Frankel (February, 2007)

Review of: Dispute Resolution: Negotiation, Mediation, and Other Processes, Fourth Edition By Steven B. Goldberg, Frank E.A. Sander, Nancy H. Rogers and Sarah Rudolph Cole (New York, Aspen Publishers, 2003) Baker, John D. (December, 2003)

Review of: Anatomy of a Mediation: A Dealmaker's Distinctive Approach to Resolving Dollar Disputes and Other Commercial Conflicts by by James C. Freund (New York: Practising Law Institute, 2012) Craver, Charles B. (March, 2013)

Review of: Improvisational Negotiation: A Mediator's Stories of Conflict about Love, Money, Anger - and the strategies that resolved them By Jeffrey Krivis (San Francisco: Jossey-Bass, 2006) Baker, John D. (March, 2006)

Review of: The Essential Guide to Workplace Mediation & Conflict Resolution: Rebuilding Working Relationships by By Nora Doherty & Marcelas Guyler (London, U.K.: Kogan Page, 2008, 2009, 2010) Baker, John D. (June - July, 2012)

Review of: The Mediator's Handbook: Revised & Expanded Fourth Edition by Jennifer E. Beer, Caroline C. Packard with Eileen Stief  (Gabriola Island, B.C., Canada: New Society Publishers, 2012) Baker, John D. (April, 2013)

Subscriber Content The Truth About Deception in Mediation  Krivis,Jeffrey ; Zadeh, Mariam (September, 2013)

Electronic NegotiationsTop

Subscriber Content A Generic E-negotiations Framework: The Drawing Board In Its Simplest Form   Harkiolakis, Nicholas (August, 2013)

Conducting Electronic Negotiations   Craver, Charles B. (June, 2007)

Negotiating by e-mail   Sims, Jonathan (October, 2006)

The Power of Small Talk   Keoghan, Joelle Miller (April 2014)

Emotion and NegotiationTop

Emotion and Negotiation, Part I   Fromm, Delee (November, 2007)

Emotion and Negotiation, Part II   Fromm, Delee (December, 2007 - January, 2008)

Subscriber Content The Most Powerful Manipulation Tool Ever: Time  Ionescu, Radu (October, 2011)

Employment Terms NegotiationTop

Negotiating Employment Opportunities   Craver, Charles B. (September, 2005)

Game theory and NegotiationTop

Promoting Cooperation Using Tit-For-Tat   Peelle, Henry E. III, D.M. (February, 2006)

Gender and NegotiationTop

Ask The Negotiator: Being Firm in Negotiation does not Mean You Have to be Tough   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (September, 2004)

Gender Benders   Booher, Dianna (May, 2003)

Subscriber Content How to Avoid Pushback  Fromm, Delee (May, 2013)

Subscriber Content How Women Can Effectively Negotiate Improvements in their Employment Terms   Craver, Charles B. (October, 2013)

Negotiating Salaries: Survey Results   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Negotiation for Women: The Dual Aspects of Outcome and Relationship   Fromm, Delee (June, 2007)

Negotiation, Gender Triggers and Female Lawyers    Fromm, Delee (May, 2011)

Power, Gender and Negotiation   Wanis-St.John, Anthony (January, 2003)

Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D. (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (April, 2003)

Review of: Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Successful Leadership By Deborah M. Kolb, Judith Williams, and Carol Frohlinger (San Francisco, CA: Jossey-Bass, 2004) Baker, John D. (October, 2004)

Review of: Women Don't Ask: Negotiation and the Gender Divide, By Linda Babcock and Sara Lachever (New Jersey: Princeton University Press, 2003) Baker, John D. (October, 2003)

Seven Simple Ways to Become a Better Negotiator   Fromm, Delee (September, 2005)

Subscriber Content The Female Negotiator  Asherman, Ira G; Asherman, Sandy (June-July, 2013)

The Impact of Gender on Bargaining Interactions   Craver, Charles B. (July, 2004)

The Womanly Art of Negotiating  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (August, 2012)

Why Don't People Get Paid What They're Worth?   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Women Experience Greater Gender-bias in Negotiations   Latz, Marty (January, 2004)

Internal NegotiationTop

Ask the Negotiator: "A little tweak here and a little tuck there."   Baker, John D. (March, 2005)

Ask The Negotiator: Internal Negotations: Strategies for Negotiating With Difficult People   Morse, Richard (December, 2003)

Cross-Silo Negotiation   Cohen, Steven P. (October, 2004)

Subscriber Content Harnessing the Full Power of Negotiation  Baker, John D. (September, 2012)

Internal Negotiations: Supporting the External Deal   Morse, Richard (September, 2002)

International NegotiationTop

Are Many Great Nations Divided by A "Common" Language?   Cohen, Steven P. (November, 2005)

Ask The Negotiator - United Nations Conflict Negotiator ... Career Considerations   Wanis-St.John, Anthony (August, 2003)

International Negotiation and Support: A Multi-Company Study: Executive Summary   Cummins, Tim (January, 2007)

Negotiating with the Chinese: A Case Study  Wolf, Cindy (March, 2012)

Negotiation Style and Approach: Are Stereotypes a Myth?   Cummins, Tim (October, 2006)

Review of: Bargaining with a Rising India: Lessons from the Mahabharata by Amrita Narlikar, Aruna Narlikar  (New York, N.Y.: Oxford University Press, 2014)  Baker, John D. (November 2014)

Review of: Doing Business Internationally: The Guide to Cross Cultural Success By Danielle Medina Walker, Thomas Walker and Joerg Schmitz (New York: McGraw-Hill, 2003) Baker, John D. (October, 2002)

Review of: In the Shadow of the Dragon: The Global Expansion of Chinese Companies - How It Will Change Business Forever By Winter Die and William Dowell with Abraham Lu (York: N.Y.: AMACOM,2012) Baker, John D. (September, 2012)

Review of: Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries by Jeanne M. Brett  ( San Francisco, California: Jossey-Bass, 2014)  Baker, John D. (August 2014)

Review of: The Global Negotiator By Jeswald W. Salacuse (New York: Palmgrave MacMillan, 2003) Baker, John D. (July, 2003)

The Impact of Culture on Transnational Interactions   Craver, Charles B. (May, 2011)

Subscriber Content The Play's the Thing: A Sense of Drama and Six Other Marks of the Veteran Negotiator  English, Tony  (June - July, 2012)

Unfolding The Road Map In The Middle East   Wanis-St.John, Anthony (February, 2004)

Labor NegotiationTop

Adversaries to Allies: Lessons from the San Diego Schools Contract Negotiations   Christie, Monica ; Lum, Grande (October, 2002)

Ask The Negotiator - What Kind Of Opportunities Exist For Experienced Labor Negotiators?   Shea, Mary Ellen (March, 2004)

Subscriber Content At Impasse? Consider Final Offer Arbitration   Carrell, Michael R.; Manchise, Louis J.  (December 2013 - January 2014)

Collective Bargaining Interactions   Craver, Charles B. (April, 2005)

Labor Negotiations   Shea, Mary Ellen (August, 2002)

Subscriber Content The Political Nature of Collective Bargaining Interactions  Craver, Charles B. (April, 2013)

Three Models for Implementing Change in 21st Century Schools   Barker, Charles ; Barker, Charles ; Tyler-Wood, Irma (May, 2003)

Management - Employee NegotiationsTop

Subscriber Content The Need for Managers to Negotiate Effectively with Their Subordinates   Craver, Charles B. (October 2014)

Tyranny versus TLC: Five Negotiation Steps for Managers   Brodow, Ed (September, 2007)

Negotiation and Media Management

The Confluence of Management and Negotiating   Calero, Henry H. (August, 2005)

Winning and Keeping Media Interest During Negotiations   Bracken, Lisa (February, 2006)

Negotiation EthicsTop

"It's Not Business. It's Personal"   Freeman, Marc (September, 2006)

Conduct and Ethics in Negotiation under the English Legal System   Higham, David (April, 2005)

Ethical Negotiations: 10 Tips to Ensure Win-Win Outcomes   Flaherty, Jane ; Stark, Peter B. (December, 2003)

Subscriber Content Ethical Negotiating: Negotiating Ethically   Greenstone, Dr. James L. ; Leviton, Dr. Sharon C. (February, 2013)

Four Paths to Greater Virtue   Bucaro, Frank (November, 2005)

How Do You Spell Success - E-T-H-I-C-S   Bucaro, Frank (January, 2003)

In Praise of Win-Win Negotiations   Brodow, Ed (March, 2007)

Morals and Ethics - False Milestones in Negotiation   Ionescu, Radu (September, 2005)

Subscriber Content Negotiating: Virtues of Integrity  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (October, 2012)

Negotiation as a Paradigm for Business: Ethical Negotiations Lead to Ethical Business   Cohen, Steven P. (October, 2002)

Negotiation Ethics   Craver, Charles B. (November, 2005)

Negotiation Ethics: A Matter of Common Sense   Cohen, Steven P. (September, 2004)

Subscriber Content Negotiators Gaining from Training: Publishing Hostage and Barricade Situations, and the Ethical Concerns   Greenstone, Dr. James L. (September, 2011)

Review of: What's Fair: Ethics for Negotiators By Carrie Menkel-Meadow and Michael Wheeler (San Francisco, California: Jossey-Bass, 2004) Baker, John D. (April, 2004)

Sales Ethics: Oxymoron or Opportunity   Bucaro, Frank (June, 2004)

What Do You Do?   Bucaro, Frank (June, 2003)

Negotiation PreparationTop

Get a Head Start in Negotiations   Garner, Eric (May, 2007)

Subscriber Content Multiple Person Negotiating Teams Must Present a United Front  Craver, Charles B. (April 2014)

Subscriber Content Negotiate How You Negotiate  Latz, Marty (December 2011 - January 2012)

Subscriber Content Prepare a Negotiation Not a Presentation    Altman, Steve  (August 2014)

Subscriber Content Put Yourself in the Shoes of Your Opponents   Craver, Charles B. (December,2012 - January,2013)

Subscriber Content The Essential Role of Preparation in Establishing Complex Negotiation Goals  Baker, John D. (March, 2012)

Negotiation ResearchTop

2012 Top Terms in Negotiation   Cummins, Tim (February, 2013)

Subscriber Content Business Negotiators Often Hit the Wrong Targets   Cummins, Tim (September, 2011)

Governance - What Governance?   Cummins, Tim (April, 2007)

Subscriber Content How Women Can Effectively Negotiate Improvements in their Employment Terms   Craver, Charles B. (October, 2013)

Subscriber Content Multiple Person Negotiating Teams Must Present a United Front  Craver, Charles B. (April 2014)

Subscriber Content Prepare a Negotiation Not a Presentation    Altman, Steve  (August 2014)

Promoting Cooperation Using Tit-For-Tat   Peelle, Henry E. III, D.M. (February, 2006)

Review of: Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries by Jeanne M. Brett  ( San Francisco, California: Jossey-Bass, 2014)  Baker, John D. (August 2014)

Review of: The Handbook of Negotiation and Culture Edited By Michele J. Gelfand and Jeanne M. Brett (Stanford University Press, 2004) Baker, John D. (May/June, 2005)

The Power of Small Talk   Keoghan, Joelle Miller (April 2014)

Subscriber Content Traits Possessed by Successful Negotiators  Craver, Charles B. (November, 2012)

Subscriber Content Turn Your Electronic Devices Off When You Negotiate in Person   Craver, Charles B. (May 2014)

Win-Win Negotiation: Becoming a Reality?   Cummins, Tim (March 2014)

Negotiation SkillsTop
Overview

Subscriber Content After the Ink Dries... Fulfilling the Promises  Baker, John D. (September 2014)

A Handbook on EU Accession Negotiations By Vasile Pușcaș, A Review (Wien: Hulla& Co Human Dynamics KG, 2013) Ciot,Melania-Gabriela (August, 2013)

Are You a 'Skilled' Negotiator?   Hayman, Tom (February, 2007)

Ask The Negotiator: Being Firm in Negotiation does not Mean You Have to be Tough   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (September, 2004)

Be a Master Negotiator with Three Simple Steps   Strelecky, John P. (September, 2006)

Subscriber Content Believing in Negotiating  Shelton-Spurr, JB (October 2014)

Subscriber Content Business Negotiations 101  Wolf, Cindy (September, 2013)

Can a Good Negotiator Really Make a Difference?   Brodow, Ed (April, 2006)

Subscriber Content Churchill's Bathtub  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (April, 2013)

Classic Negotiation Techniques   Craver, Charles B. (February, 2007)

Subscriber Content Conducting Negotiations With Own Clients   Craver, Charles B. (June-July 2014)

Subscriber Content Dealing with Micro-Negotiators  Latz, Marty (February, 2013)

Subscriber Content Dimmer or Dimwit: A Lesson in Persistence   Brodow, Ed (October 2014)

Subscriber Content Don't Rush the Negotiation Process  Craver, Charles B. (August, 2012)

Effective Strategies for Dealing With Difficult People   Latz, Marty (July, 2007)

Subscriber ContentEgo Massaging to Negotiate Positively  Shelton, JB (May, 2012)

Everything You Need To Be A Great Negotiator You Learned Before Kindergarten   Craver, Charles B. (February, 2005)

Subscriber Content Going with the Win: Scarlett O'Hara Negotiates Life   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (August, 2013)

Subscriber Content How to Increase Your Chances of Acceptance    Frensdorf, Peter  (August 2014)

How You Can Avoid Being Exploited In Negotiations   Latz, Marty (August, 2005)

Subscriber Content Humor and Negotiating  Shelton, JB (March, 2012)

Improving Your Negotiating Skills: Tips learned in the Trenches   Wachtel, David (April, 2005)

Subscriber Content Initiating Bargaining Interactions  Craver, Charles B. (May, 2013)

In Negotiation, The Past Has No Future   Cohen, Steven P. (January, 2007)

Subscriber Content Intimate Negotiating  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (March, 2013)

Subscriber Content Learning to Love to Negotiate  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (February 2014)

Subscriber Content Lincoln's Hat: Negotiating with Presidential Self-Confidence   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (February, 2013)

Subscriber Content Looking for Logic: Perseverance and Perplexing Negotiations   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (May, 2013)

Maintain Your Negotiation Skills   Craver, Charles B. (May, 2006)

Managing the Shadow Negotiation, Reprinted   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April, 2012)

Master the Principles of Negotiations and Make Better Deals   Garner, Eric (October, 2006)

Subscriber Content Mental Focus is Critical in Negotiations   Latz, Marty (September, 2013)

Mind Games: Power, Personality and Emotion In Business Negotiation   Fromm, Delee (April, 2006)

Subscriber Content Negotiating Despite Frustrating Opponents   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (September, 2013)

Subscriber Content Negotiating for Life   Shelton-Spurr, JB (August 2014)

Subscriber Content Negotiating Isn't Child's Play  Shelton, JB (February 2012)

Subscriber Content Negotiating Lessons From a Pawn Star   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (May 2014)

Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off   Goodman, Dr. Gary S. (June, 2007)

Subscriber Content Negotiating Strategic Alliances   Baker, John D. (October, 2012)

Subscriber Content Negotiating When You Hold Little Power   Stark, Peter (June-July 2014)

Subscriber Content Negotiating With Energy Vampires   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (March 2014)

Subscriber Content Negotiating With Yourself  Shelton, JB (December 2011 - January 2012)

Subscriber Content Negotiating: Virtues of Integrity  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (October, 2012)

Subscriber Content Negotiation Lessons to Put into Practice   Latz, Marty (September 2014)

Subscriber Content Negotiation Principles   Merrington, Chris  (June - July, 2011)

Subscriber Content Negotiator in Wonderland: Learning from Alice's Adventures   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (June-July, 2013)

Subscriber Content Negotiator Resiliency  Greenstone, Dr. James L. (March, 2013)

Subscriber Content Negotiator Role Plays: Outwit Your Opponent by Being Him   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (June-July 2014)

Subscriber Content Negotiator Whisperer: A Cattle Rancher's Secrets  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (September, 2012)

Nonverbal Signals and Negotiating Interactions   Craver, Charles B. (April, 2007)

Nuances Of Negotiations Should Include Reciprocity, Concessions   Latz, Marty (August, 2006)

Olympic Games Offer Golden Rules For Negotiators   Latz, Marty (June, 2006)

Subscriber Content Patience is a Virtue When People Negotiate   Craver, Charles B. (March 2014)

Subscriber Content Professional Negotiating Skills: Transforming Life's Challenges into Win-Win Results  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (April 2014)

Subscriber Content Realities of Positive Negotiating  Shelton-Spurr, JB (September 2014)

Review of: Fearless Negotiating: The Wish, Want, Walk Method to Reaching Agreements That Work by Michael C. Donaldson (New York: McGraw-Hill, 2007) Baker, John D. (December,2012 - January,2013)

Review of: How to Negotiate Effectively Third Edition by David Oliver (London: Kogan Page, 2011) Baker, John D. (May, 2013)

Review of: How to Win Any Argument: Without Raising Your Voice,Losing Your Cool, or Coming to Blows, Revised Edition By Robert Mayer (Pompton Plains, N.J.: The Career Press, 2011) Baker, John D. (April,2012)

Review of: How to Win Any Negotiation: Without Raising Your Voice, Losing Your Cool, or Coming to Blows By Robert Mayer (Pompton Plains, N.J., The Career Press, 2006) Baker, John D. (December 2011 - January 2012)

Review of: Negotiating Success by Jim Hornickel (Hoboken, New Jersey: John Wiley & Sons, Inc., 2014) Baker, John D. (February 2014)

Review of: Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra and Max Bazeman (New York, New York: Bantam Dell, 2008) Baker, John D. (November, 2013)

Review of: Negotiation Mastery: Tools for the 21st Century Negotiator by Simon Horton (London: MX Publishing, 2012) Baker, John D. (November, 2012)

Review of: NegoLogic by Peter Frensdorf  ( Random Acres, U.K.: Global Professional Publishing, Ltd., 2014)  Baker, John D. (June-July 2014)

Review of: Never Make the First Offer (Except When You Should) Wisdom From a Master Dealmaker by Donald Dell with John Boswell (Portfolio Hardback, 2009) Baker, John D. (April 2014)

Review of: Secrets of Power Negotiating: Inside Secrets From a Master Negotiator,15th Anniversary Edition, By Roger Dawson (Pompton Plains, N.J., The Career Press, 2011) Baker, John D. (February 2012)

Review of: The Power of Nice: How to Negotiate So Everyone Wins - Especially You! By Ronald M. Shapiro and Mark A. Jankowski with James Dale (New York: John Wiley & Sons, Inc., 1998) Baker, John D. (April, 2005)

Review of: The Art of Negotiation: How to Improvise Agreement in a Chaotic World by Michael Wheeler (New York, N.Y.: Simon & Schuster Inc, 2013)  Baker, John D. (May 2014)

Review of: The Essentials of Persuasive Public Speaking by Sims Wyeth (New York, New York: W.W. Norton & Company, Inc., 2014) Baker, John D. (March 2014)

Review of: The Hidden Rules of Successful Negotiation and Communication; Getting to Yes! by Marc O. Opresnik  (Switzerland: Springer International Publishing, 2014)  Baker, John D. (September 2014)

Review of: The Power of Reputation: Strengthen the Asset That Will Make or Break Your Career by Chris Komisarjevsky (New York, NY: American Management Association, 2012) Baker, John D. (May, 2012)

Review of: The Practical Negotiator by Steven P. Cohen (Pompton Plains, N.J.: Career Press, 2013) Baker, John D. (December 2013 - January 2014)

Subscriber Content Rudeness is a Substitute for Negotiating Proficiency   Craver, Charles B. (February 2014)

Subscriber Content Shakespeare's Playful Negotiations  Shelton, JB (April, 2012)

Subscriber Content Special Tactics to Negotiate Effectively by Phone   Latz, Marty (May, 2013)

Staying On Top During Price Negotiations  Lax, David A. ; Sebenius, James K. (February, 2007)

Ten Things People Don't Realize They Can Negotiate For  Brodow, Ed (April, 2013)

Subscriber Content Ten Tips for Successful Negotiating in 2013   Brodow, Ed (December,2012 - January,2013)

Subscriber Content Ten Tips for Negotiating in 2014  Brodow, Ed (February 2014)

The ABCs of Negotiation Ploys and Tactics   Garner, Eric (July, 2006)

Subscriber Content The Challenging Business of Negotiating with Friends   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (October, 2013)

Subscriber Content The Courage to Compromise: A Lesson for Today's Politicians   Noesner, Gary (February 2014)

The Global Negotiator - 4 Critical Elements   Kozicki, Stephen (March, 2005)

The Ideal Negotiator  Stark, Peter (November 2014)

Subscriber Content The Impact of Psychological Factors On Negotiation Interactions   Craver, Charles B. (August, 2011)

Subscriber Content The Need for Managers to Negotiate Effectively with Their Subordinates   Craver, Charles B. (October 2014)

Subscriber Content The Negotiator's Mantra: Time is Money: Money is Time  Shelton, JB (June - July, 2012)

Subscriber Content The Paradoxical Point of View  Ionescu, Radu (June-July, 2013)

Subscriber Content The Play's the Thing: A Sense of Drama and Six Other Marks of the Veteran Negotiator  English, Tony  (June - July, 2012)

The Power Of An Apology   Craver, Charles B. (August, 2007)

Subscriber Content The Power of Compromise  Baker, John D. (November 2014)

Subscriber Content The Power of Negotiations  Caruth, Donald L. ; Caruth, Gail D. (March, 2013)

Subscriber Content The Role of Power in Negotiation   Stark, Peter B. (June - July, 2011)

Timeless Principles To Steer You Through Negotiations   Garner, Eric (August, 2007)

Subscriber Content Traits Possessed by Successful Negotiators  Craver, Charles B. (November, 2012)

Subscriber Content Turn Your Electronic Devices Off When You Negotiate in Person   Craver, Charles B. (May 2014)

What's Wrong With Being Right?  Cherney, Jay ; Lerner, Jack  (May, 2012)

Why Negotiators Live Longer   Brodow, Ed (July, 2006)

Coalitions, managing

Building and Maintaining Coalitions and Allegiances Throughout Negotiations   Bracken, Lisa (March, 2006)

Communication Skills

Asking the Right Questions   Tahir, Liz (March, 2007)

Become a Persuasive Negotiator Through Better Communication   Bracken, Lisa (June, 2006)

Review of: Maximum Influence: The 12 Universal Laws of Power Persuasion Second Edition by Kurt W. Mortensen (New York: AMACOM, 2013) Baker, John D. (August, 2013)

Turn Objections into Concessions and Adversaries into Advocates in Corporate Negotiations   Bracken, Lisa (August, 2006)

Compromise and Negotiation

Subscriber Content The Courage to Compromise: A Lesson for Today's Politicians   Noesner, Gary (February 2014)

Deciding whether to negotiate

Ask The Negotiator -- Everything is Negotiable   Baker, John D. (February, 2004)

Ask The Negotiator: To Negotiate or not to Negotiate? That is the Question. Some thoughts on the decision criteria...   Baker, John D. (November, 2004)

From Conflict To Resolution: When To Negotiate The Litigated Case   Krivis, Jeffrey (March, 2003)

Terrorism and Negotiation   Cohen, Steven P. (November, 2004)

Decision-making

How We Sometimes Fool Ourselves When Making Decisions   Anderson, Kare (January, 2005)

Emotions, dealing with

Dealing With Your Emotions in Negotiations   Fromm, Delee (November, 2005)

Emotion and Negotiation, Part I   Fromm, Delee (November, 2007)

Emotion and Negotiation, Part II   Fromm, Delee (December, 2007 - January, 2008)

Review of: Beyond Reason: Using Emotions as You Negotiate By Roger Fisher and Daniel Shapiro (New York: Viking, 2006) Baker, John D. (October, 2004)

Subscriber Content The Most Powerful Manipulation Tool Ever: Time  Ionescu, Radu (October, 2011)

Fairness, the appearance of

The Appearance of Fairness   Craver, Charles B. (March, 2006)

Gathering Information

Power Negotiators Understand The Importance Of Gathering Information   Dawson, Roger (June, 2002)

Goals, setting

Ask For More Than You Expect To Get   Dawson, Roger (July, 2003)

Aspirations, Anchoring, and Negotiation Results   Craver, Charles B. (October, 2005)

Subscriber Content The Essential Role of Preparation in Establishing Complex Negotiation Goals  Baker, John D. (March, 2012)

Goodwill

Three Tips For Building Goodwill During Negotiations   Lax, David A. ; Sebenius, James K. (April, 2007)

Intuition

Subscriber Content Feel Your Guts!  Ionescu, Radu (September, 2012)

Subscriber Content Intuitive Negotiating  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (December 2013 - January 2014)

Language

Are Many Great Nations Divided by A "Common" Language?   Cohen, Steven P. (November, 2005)

Choose Language When Making Offers, Concessions   Latz, Marty (May/June, 2005)

Metaphors, Analogies Are Useful, And Also Revealing   Latz, Marty (October, 2005)

Review of: The Skilled Negotiator: Mastering the Language of Engagement by Kathleen Kelley Reardon (San Francisco: Jossey-Bass, 2004) Baker, John D. (June, 2004)

Leverage

Review of: Leverage: How to Get It and How to Keep It in any Negotiation By Roger Volkema (New York: AMACOM, 2006) Baker, John D. (May, 2006)

Listening

Listening Attentively   Alessandra, Tony (May, 2003)

Sixteen Commonsense Listening Tips   Alessandra, Tony (April, 2004)

The Forgotten Art of Listening   Brodow, Ed (November, 2002)

The Power of Active Listening   Brooks, Bill (July, 2003)

Location

Ask The Negotiator: The Critical Importance of Negotiation Location   Baker, John D. (June, 2004)

Does Turf Matter? Negotiating Place Can Impact Deal   Latz, Marty (November, 2003)

The Ideal Location for Negotiation: an Alternative View   Sims, Jonathan (October, 2005)

Logistics

Ask The Negotiator: The Negotiator's Critical Role as Chief of Logistics   Baker, John D. (March, 2003)

Media Management

Winning and Keeping Media Interest During Negotiations   Bracken, Lisa (February, 2006)

Mental Attitudes

Attitude of Mind: A Key to Success and Failure in Negotiation   Sims, Jonathan (May/June, 2005)

Negotiating schools
Collaborative/interest-based negotiation

How to Create Added Value   Unt, Iwar (September, 2004)

Hypocrisy in Contracting Leads to Wasted Negotiation   Cummins, Tim (May, 2011)

Review of: Beyond Winning: Negotiating to Create Value in Deals and Disputes By Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello (Cambridge, MA: The Belknap Press of Harvard University, 2004) Baker, John D. (July, 2004)

Review of: Expand The Pie: How To Create More Value In Any Negotiation By Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John (Seattle, WA: Castle Pacific Publishing Company, 2003) Baker, John D. (March, 2003)

Review of: Gain the Edge! Negotiating To Get What You Want By Martin E. Latz (New York: St, Martin's Press, 2004) Baker, John D. (May, 2004)

Review of: GETTING TO WE: Negotiating Agreements for Highly Collaborative Relationships by Jeanette Nyden, Kate Vitasek, David Frydlinger  (New York, N.Y: Palgrave Macmillan, 2013)  Baker, John D. (October 2014)

Review of: Negotiate This! by Caring, But Not T-H-A-T Much By Herb Cohen (New York, Warner Books, 2003) Baker, John D. (January, 2004)

Review of: Negotiating Skills for Managers By Steven P. Cohen (New York: McGraw-Hill, 2002) Baker, John D. (November, 2002)

Review of: Negotiation Analysis: The Science and Art of Collaborative Decision Making By Howard Raiffa with John Richardson and David Metcalf (Cambridge, MA: The Belknap Press of Harvard University Press, 2002) Baker, John D. (March, 2004)

Review of: Negotiations Without a Loser By Iwar Unt (Copenhagen: Copenhagen Business School Press, 1999) Baker, John D. (January, 2003)

The Road to Collaborative Negotiation   Cummins, Tim (July, 2007)

Subscriber Content To Negotiatie or Not to Negotiate   Brodow, Ed  (June - July, 2011)

Improvisational Negotiation

Review of: Improvisational Negotiation: A Mediator's Stories of Conflict about Love, Money, Anger - and the strategies that resolved them By Jeffrey Krivis (San Francisco: Jossey-Bass, 2006) Baker, John D. (March, 2006)

Intelligent Negotiation

Review of: The Intelligent Negotiator By Charles Craver (Roseville, CA: Prima Publishing, 2002) Baker, John D. (May, 2003)

Negotiation Myths

The Myths of Negotiating   Calero, Henry H. (March, 2005)

Opening negotiation

Ask the Negotiator: First Encounter - First Steps   Baker, John D. (January, 2005)

Subscriber Content Initiating Bargaining Interactions  Craver, Charles B. (May, 2013)

Know Your Opening Lines   Kuhlmann, Sandra Muse (December, 2002)

Negotiation: Common Ground   Herweg, Sebastian (January, 2005)

Subscriber Content The Importance of the Preliminary Stage of Negotiation Interactions  Craver, Charles B. (February 2012)

The Power of Small Talk   Keoghan, Joelle Miller (April 2014)

Performance improvement and measurement

Subscriber Content Assessing Negotiation Performance: The Three E's  Baker, John D. (November, 2011)

How to Evaluate, Measure Negotiation Success   Latz, Marty (October, 2004)

Subscriber Content Reinventing Yourself as a Negotiator  Shelton, JB (November, 2011)

Subscriber Content The Importance of Post-Negotiation Evaluations   Craver, Charles B. (November, 2011)

Three Fundamental Reasons Negotiators Fail   Chevalier, Derrick (December, 2003)

Personality types

Maximizing Your Adaptability   Alessandra, Tony (April, 2003)

The People Puzzle   Alessandra, Tony (January, 2004)

Persuasion

Negotiation Persuasion   Venter, Dr. David (December, 2004)

Persuasion: How to Get a 'Yes'   Smallwood, Beverly (July, 2004)

Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (New York: American Management Association, 2007) Baker, John D. (February, 2007)

Review of: Real Influence: Persuade Without Pushing and Gain Without Giving In by Mark Goulston and John Ullmen (New York: AMACON, 2013) Baker, John D. (February, 2013)

Review of: The Five Paths To Persuasion: The Art Of Selling Your Message By Robert B. Miller and Gary A. Williams (New York: Warner Business Books, 2005) Baker, John D. (February, 2006)

Positional negotiation

Subscriber Content Let's Do Better than Positional Negotiating  Ionescu, Radu (February 2012)

Review of: Game, Set Match: Winning the Negotiations Game By Henry S. Kramer (New York: ALM Publishing, 2001) Baker, John D. (September, 2002)

Review of: Start With No By Jim Camp (New York: Crown Business, 2002) Baker, John D. (December, 2002)

Positioning

Being Your Own Advocate   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April/May, 2002)

Preparation

A New ICON for Negotiation Advice   Wanis-St.John, Anthony; Lum, Grande (April, 2003)

Ask the Negotiator: Preparing to Handle Dirty Tricks   Baker, John D. (January, 2003)

Ask The Negotiator: The Key to Negotiation Success is Preparation...   Baker, John D. (March, 2006)

Ask The Negotiator: The Negotiator's Critical Role as Chief of Logistics   Baker, John D. (March, 2003)

Ask The Negotiator: Third Party Negotiator ... Criteria   Baker, John D. (July, 2003)

Prepare For The Moments That Define The Negotiation   Latz, Marty (March, 2006)

Subscriber Content Put Yourself in the Shoes of Your Opponents   Craver, Charles B. (December,2012 - January,2013)

Subscriber Content The Essential Role of Preparation in Establishing Complex Negotiation Goals  Baker, John D. (March, 2012)

Using Imagery As A Tool For Preparing For Negotiations   Harris, Dave (April, 2007)

Process

The Negotiation Process   Craver, Charles B. (May, 2004)

Understanding the other party

Know Thine Enemy   Halpern, Richard G. (January, 2004)

Subscriber Content Put Yourself in the Shoes of Your Opponents   Craver, Charles B. (December,2012 - January,2013)

Review of: The Art of Connecting: How to Overcome Differences, Build Rapport and Communicate Effectively with Anyone By Claire Raines and Lara Ewing (New York: AMACOM, 2006) Baker, John D. (June, 2006)

Writing the agreement

What To Watch For When the Talking is Over and It's Time to Get the Deal in Writing   Dawson, Roger (April, 2003)

Negotiator styles

Subscriber Content Behavioral Styles in Negotiation  Stark, Peter B. (October, 2011)

Do Unto Others: Respecting Your Counterpart's Negotiating Style   Flaherty, Jane ; Stark, Peter B. (October, 2003)

Good Negotiating: Step Into Your Counterpart's Shoes   Latz, Marty (December, 2003)

How You Can Avoid Being Exploited In Negotiations   Latz, Marty (August, 2005)

Impact of Negotiator Styles on Bargaining Interactions   Craver, Charles B. (March, 2004)

Subscriber Content The Stylish Negotiator  Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (December,2012 - January,2013)

Understanding and Using Negotiation Approaches   Cummins, Tim (February, 2004)

Where "Win-Lose" and "Win-Win" Negotiators Fall Short   Lax, David A. ; Sebenius, James K. (July, 2007)

Size, equalizing

Ask the Negotiator: Small vs. Large Business: Equalizing the Negotiations Playing Field   Baker, John D. (January, 2003)

Negotiation StrategyTop
Overview

Conflict: Don't Fight It, Manage It   Garner, Eric (March, 2007)

Subscriber Content Evolved Negotiations: A New, Blended and Broadened Approach to Influencing Conditions, Adversaries and Outcome  Bracken, Lisa (October, 2011)

Subscriber Content Harnessing the Full Power of Negotiation  Baker, John D. (September, 2012)

Hydraulic Fracturing: A Controversy and A Case for Evolved Negotiations, Part One: A Primer on Resource Extraction and Hydraulic Fracturing  Bracken, Lisa (May, 2012)

Subscriber Content Hydraulic Fracturing: A Controversy and Case for Evolved Negotiations, Part Two: A Collision of Conflicting Interests and Conditions  Bracken, Lisa (June - July, 2012)

Subscriber Content Hydraulic Fracturing: A Controversy and Case for Evolved Negotiations, Part Three: Resolving Intractable Conflict by Evolving It  Bracken, Lisa (August, 2012)

In Praise of Win-Win Negotiations   Brodow, Ed (March, 2007)

Review of: Bargaining for Advantage: Negotiation Strategies for Reasonable People By G. Richard Shell (New York: Penguin Books, 2000) Baker, John D. (September, 2003)

Review of: Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra and Max Bazeman (New York, New York: Bantam Dell, 2008) Baker, John D. (November, 2013)

Review of: On the Manner of Negotiating with Princes, By Francois de Callières (New York: Houghton Mifflin, 2000) Baker, John D. (August, 2003)

Review of: SMARTnership: The Third Road - Optimizing Negotiation Options by Keld Jensen  (Boston, MA: Acanthus Publishing, 2012) Baker, John D. (October, 2013)

Subscriber Content The Power of Negotiations  Caruth, Donald L. ; Caruth, Gail D. (March, 2013)

Win-Win Negotiation: Becoming a Reality?   Cummins, Tim (March 2014)

Acquisition Strategy

Review of: Successful Acquisitions: A Proven Plan for Strategic Growth by David Braun (New York: AMACOM, 2013) Baker, John D. (June-July, 2013)

Buyer Strategy

Ask the Negotiator: Buyer Strategies for increasing leverage with Sellers...   Schatzki, Michael (February, 2005)

Hidden agenda negotiation strategy

Managing The Shadow Negotiation   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April/May, 2002)

Managing the Shadow Negotiation, Reprinted   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April, 2012)

Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D. (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (April, 2003)

Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek (San Francisco, CA: Jossey-Bas, 2002) Baker, John D. (January, 2003)

Leadership negotiation strategy

Review of: Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Successful Leadership By Deborah M. Kolb, Judith Williams, and Carol Frohlinger (San Francisco, CA: Jossey-Bass, 2004) Baker, John D. (October, 2004)

Negotiauctions strategy

Review of: DEALMAKING: The New Strategy of Negotiauctions By Guhan Subramanian (New York: W.W. Norton & Company, Inc., 2011) Baker, John D. (September, 2011)

Renegotiation strategy

Renegotiating with Integrity   Freeman, Marc (January, 2007)

Renegotiating: A Critical Strategy in These Tough Economic Times   Freeman, Marc (June, 2003)

Negotiation TechniquesTop
Overview

Basic Principles Make You a Smarter Negotiator   Dawson, Roger (December, 2002)

Focus on "Why" Rather Than "What" for Successful Negotiations   Wachtel, David (November, 2003)

Influencing for Results   Ionescu, Radu (May, 2004)

Negotiate Like "The Gambler" To Win   Di Frances, John (October, 2003)

Review of: The Only Negotiating Guide You'll Ever Need: 101 Ways To Win Every Time in Any Situation By Peter B. Stark and Jane Flaherty (New York: Broadway Books, 2003) Baker, John D. (February, 2004)

Rightness, Lies and Truth: Which is the Best Choice in Negotiation?   Ionescu, Radu (January, 2005)

Ten Tips for Successful Negotiating   Brodow, Ed (March, 2003)

Specific Techniques
Attitude

Subscriber Content Inner Peaceful Negotiating: Lessening Stress, Increasing Success   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (November, 2013)

Authority

Authority Limits   Schatzki, Michael (April, 2004)

Concessions

The Value of a Service Goes Down Quickly   Dawson, Roger (January, 2003)

Credibility, establishing

Credibility: 5 Ways To Make People Believe You   Dawson, Roger (June, 2004)

Deception

Subscriber Content The Truth About Deception in Mediation  Krivis,Jeffrey ; Zadeh, Mariam (September, 2013)

Double-bracketing

Negotiation Blunders: Allowing Yourself to be Double-bracketed   Halpern, Richard G. (October, 2003)

Flinch

How to Get More at the Bargaining Table? Learn to Flinch at Proposals   Dawson, Roger (November, 2003)

Framing

Framing - An Important Negotiation Tool   Venter, Dr. David (October, 2004)

The Lawsuit Market: A Thought Experiment to Reduce Framing Effects   Goldman, Barry (March, 2005)

Going Public with Negotiation

Going Public Can Play Role in Outcome of Negotiations   Latz, Marty (August, 2004)

Imaging

Painting Pictures Improves Negotiation Effectiveness   Latz, Marty (June, 2004)

Positioning the other side

Negotiating Skills Give Both Players Part of the Win   Latz, Marty (February, 2004)

Setting the Climate for Non-Confrontational Negotiation   Dawson, Roger (July, 2004)

When Negotiations Stall, Position the Other Side For Easy Acceptance   Dawson, Roger (September, 2002)

Price negotiation, dealing with

Ask the Negotiator: Buyer Strategies for increasing leverage with Sellers...   Schatzki, Michael (February, 2005)

Ask the Negotiator: Getting Beyond Price Negotiation   Baker, John D. (July, 2004)

Don't Pay List: Negotiating the Best Deal for Your Money   Brodow, Ed (January, 2003)

Subscriber Content Haggling With Merchants  Craver, Charles B. (March, 2013)

Price Negotiations Are Dead. Long Live Price Negotiations   Schatzki, Michael (September, 2003)

Subscriber Content Sales Negotiation: The Salesperson's Dilemma  Brodow, Ed (October, 2013)

Staying On Top During Price Negotiations   Lax, David A. ; Sebenius, James K. (February, 2007)

Stop Getting Squeezed by Your Customers   Mayer, Jeffrey J. (February, 2005)

Ten Tips for Convincing the Buyer to Pay More   Brodow, Ed (November, 2005)

When Your Prospect Says Your Price Is Too High   Brooks, Bill (December, 2002)

When You're Negotiating, Money Isn't As Important As You Think   Dawson, Roger (November, 2004)

Reluctant buyer

Learn To Play The Reluctant Buyer When You're Purchasing   Dawson, Roger (March, 2004)

Silence

Perfecting the Art of Silence in Negotiating   Tahir, Liz (December, 2007 - January, 200

Subscriber ContentTo Talk or Not to Talk?  Ionescu, Radu (April 2014)

Using Silence in a Negotiation   Schatzki, Michael (July, 2005)

Splitting the difference

Why It's A Mistake To Offer To Split the Difference   Dawson, Roger (November, 2002)

Time pressure

How Time Pressure Affects The Outcome Of A Negotiation   Dawson, Roger (June, 2003)

Unethical tactics, dealing with

Ask the Negotiator: Preparing to Handle Dirty Tricks   Baker, John D. (January, 2003)

Good Guy / Bad Guy   Dawson, Roger (July, 2002)

How to Succeed When Working With Tactical Negotiators   Wachtel, David (March, 2004)

Unethical Negotiating Gambits and How To Protect Yourself Against Them   Dawson, Roger (July, 2002)

Walk-outs

Ask the Negotiator: 'To Walk-out or not to Walk-out?'Some thoughts on the decision.   Baker, John D. (December, 2004)

Negotiation TrainingTop
Negotiation Training Overview

Improve the Skills of your Negotiators and Improve your Bottom Line   Wachtel, David (July, 2003)

Review of: Negotiation at Work: Maximize Your Team's Skills with 60 High-Impact Activities by By Ira Asherman (New York, N.Y.: AMACOM, 2012) Baker, John D. (August, 2012)

Electronic Negotiation Skills Training

Electronic Negotiation Support - a Look Behind the Curtain   Ferguson, David (April/May, 2002)

In-house Negotiation Skills Training

Ask The Negotiator: In-House Negotiations Training ... Books and More   Baker, John D. (September, 2003)

International Negotiation Training

Ask The Negotiator - United Nations Conflict Negotiator ... Career Considerations   Wanis-St.John, Anthony (August, 2003)

Legal Negotiation Skills Training

The JD Handicap: Logic Over Training in Settlement Negotiations   Halpern, Richard G. (August, 2003)

Online Negotiation Skills Training

Ask The Negotiator: Online Master's Degree Negotiations Training   Cohen, Steven P. (June, 2003)

Organizational Negotiation Training

Negotiation Training: Getting Your Money's Worth   Asherman, Ira G. (August, 2011)

Review of: BUILT TO WIN: Creating a World-Class Negotiating Organization By Hallam Movius and Lawrence Susskind (Boston: Harvard Business Press, 2009) Baker, John D. (August, 2011)

Sales Negotiation Training

Ask The Negotiator: Sales Force Training in Negotiations -- Key Skill Components   Baker, John D. (November, 2003)

Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (New York: American Management Association, 2007) Baker, John D. (February, 2007)

Negotiation with Corrupt OfficialsTop

Negotiating With Extortionist Government Functionaries   Horowitz, Bruce (September, 2007)

Negotiating With Extortionist Government Functionaries, Part 2: Legal, Logical, Moral and Emotional Barriers   Horowitz, Bruce (October, 2007)

Negotiating With Extortionist Government Functionaries, Part 3: Preparing Yourself   Horowitz, Bruce (November, 2007)

Negotiating With Extortionist Government Functionaries, Part 4   Horowitz, Bruce (December, 2007-January, 2008)

Negotiation with TerroristsTop

Subscriber Content Negotiating With Terrorists  Noesner, Gary (April, 2013)

Nonverbal CommunicationTop

Actions Speak Louder Than Words   Boe, John (November, 2005)

Subscriber Content Blessed Body Language for Negotiators   Shelton-Spurr, JemmaBlythe Alexander (Shelton, JB) (November, 2012)

Subscriber Content Hostage and Crisis Negotiators: Nonverbal Communication Basics  Thompson, Jeff (October, 2013)

Hunting for Deception in Mediation - Winning Cases by Understanding Body Language   Krivis, Jeffrey ; Zadeh, Mariam (June, 2006)

Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off   Goodman, Dr. Gary S. (June, 2007)

Subscriber Content Nonverbal Negotiation Skills  Stark, Peter B. (December 2011 - January 2012)

Nonverbal Signals and Negotiating Interactions   Craver, Charles B. (April, 2007)

Reading Negotiators Like a Book  Calero, Henry H. (February, 2005)

The Truth About Lying   Boe, John (April, 2006)

Real Estate Negotiation

Ask The Negotiator: Owner Strategies for Opening Property Sale Negotiations with Tenants.   Cohen, Steven P. (January, 2004)

Buyers Must Strategize in Today's Sellers' Market   Latz, Marty (December, 2004)

Can a Good Negotiator Really Make a Difference?   Brodow, Ed (April, 2006)

RenegotiationTop

"It's Not Business. It's Personal"   Freeman, Marc (September, 2006)

Know When The Time Is Right To Renegotiate A Deal   Latz, Marty (October, 2007)

Renegotiating as a Customer   Freeman, Marc (August, 2007)

Renegotiating for Corporate Innovation   Freeman, Marc (May, 2007)

Renegotiating: A Critical Strategy in These Tough Economic Times   Freeman, Marc (June, 2003)

Review of: Renegotiate with Integrity: "It's Not Business, It's Personal" By Marc Freeman (Fairfield, Iowa: Freeman Business Books, 2006) Baker, John D. (June, 2007)

Rights Negotiation

Because It's Mine, That's Why   Cohen, Steven P. (September, 2003)

Salary NegotiationTop

Ask The Negotiator: Career Change... Three Steps in Preparing for Salary Negotiations   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April, 2003)

How To Get The Salary You Want: Twelve Negotiation Tactics that Work   Brodow, Ed (August, 2002)

Negotiating Salaries: Survey Results   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Review of: Salary Negotiation Tips for Professionals By Ron and Caryl Krannich (Manassas Park, Virginia: Impact Publications, 2005) Baker, John D. (February, 2005)

Salary Negotiation   Coburn, Calum (April, 2004)

Why Don't People Get Paid What They're Worth?   Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)

Sales NegotiationTop

Are You Winning over the Clients you Want or Losing Out?   Potgieter, Jan (November, 2004)

Ask the Negotiator: Face to Face Negotiations -- Essential Major Account Expenses?   Baker, John D. (May, 2003)

Ask the Negotiator: Getting Beyond Price Negotiation   Baker, John D. (July, 2004)

Ask The Negotiator: Sales Force Training in Negotiations -- Key Skill Components   Baker, John D. (November, 2003)

Collaborative Selling   Alessandra, Tony (March, 2003)

How Do Your Customers Make Decisions?   Karr, Ronald (May/June, 2005)

How Titans Establish Value   Karr, Ronald (September, 2004)

How to Build and Foster Client Relationships in Times of Conflict and Mistrust   Peel, Keith (August, 2003)

Managing the Sales Negotiation Process   Schatzki, Michael (August, 2004)

Review of: The Negotiating Paradox: How to Get More by Giving More By Bernard Hale Zick (Dallas: Skyward Publishing, 2003) Baker, John D. (December, 2004)

Sales Ethics: Oxymoron or Opportunity   Bucaro, Frank (June, 2004)

Seven Ways To Be An InValuable Resource   Karr, Ronald (July, 2006)

Stop Getting Squeezed by Your Customers   Mayer, Jeffrey J. (February, 2005)

The Stairs of Customer Loyalty   Alessandra, Tony (August, 2003)

The Strategic Convergence of Negotiation and Sales   Ayers, Andy ; Lum, Grande ; Wanis-St.John, Anthony (November, 2002)

Value Add Negotiating for Sales Professionals   Schatzki, Michael (October, 2007)

Walking Away from a Sale   Brodow, Ed (January, 2007)

What are the 12 Dumbest Things Salespeople Do?   Meisenheimer, Jim (July, 2005)

Travel NegotiationTop

Ask the Negotiator: The price of mahjong sets varies...widely...   Baker, John D. (April, 2005)

Subscriber Content Haggling With Merchants  Craver, Charles B. (March, 2013)



Ask the Negotiator feature


Friends of American Writers