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Best Negotiating Practices®

Resources

A comprehensive learning resource for expert negotiation.

BNPs

Best Negotiating Practices categories

A Go/No-Go Decision Time

Anchoring

Apologies

Appreciation

Are Good Negotiators Born or Made?

Bargain: Stage 3

BATNA: Best Alternative to a Negotiated Agreement

Best Negotiating Practices Applied Across Cultures

Best Negotiating Practices for all 5 Stages

Beware of your Assumptions

BNP 3: Listen Loudly

BNP 5: Managing Emotions as You Negotiate

Build Rapport

Challenge First Offers

Collaborative Negotiation is an Attitude

Conclude: Stage 4

Country List of Cultural Characteristics

Crunch Tip Sheet

Crunching

Deadlines

Demonstrate Fairness

Develop a Joint Agenda

Direct Communication vs. Indirect Communication

Dominate Stress During Negotiations

Everything is negotiable

Execute: Stage 5

Expressive vs. Reserved Style

Fill in the Knowledge Gaps

Final Written Agreements

Four Critical Assessments

Gaining Commitment

Handling Objections: When They say “No”

How to Prepare

How to Start Building Rapport

Impasse

Information Exchange: Stage 2

Initial Points to Consider in Preparation

Insights of a US American Negotiator on Fairness at the Bargaining Table

Interests versus Positions

Learn Their Interests

Making and Managing Concessions

Monitoring of Performance

Negotiating Before, During or After Meals in Cross Cultural Settings

Negotiating in a Foreign Language

Negotiating in Teams

Negotiation Preparation

Negotiation Safe Skills for Bargaining Across Cultures

Nibble

Offers and Proposals

Opening Proposals

Preparation Quick Checklist

Probe Challenges

Probe Starters

Probing in Bargain Stage

Probing in Exchange Stage

Problem Solving with Creativity

Psychological Drivers that Make Demonstrating Fairness So Powerful

Recognizing and Defending Against the Crunch

Red Herring

Renegotiations

Research

Results of Effective Probing and Crunching

Set the Stage

Summarize Negotiations

Surprise Attack

Task Orientation vs. Relationship Orientation

Time and Patience in Negotiations

Tools of Influence

Urgent vs. Relaxed

What Negotiating Strategy to Use?

Women Negotiating in a Gender Biased Situation

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