11/22/2006

Business Tools for Negotiation

These BNET: Business Tools for Busy Leaders cover everything from initiating a conversation to uncovering lies to getting everything in writing, including the following:

"Strategic Sourcing: Contract Negotiation
Good contracts thoroughly document the business and legal agreements that govern a business relationship, and they should be relatively easy to follow and understand. This article defines eight critical issues to consider during the negotiation and documentation of successful contracts.

Ten Lessons in Detecting Deception
Most people think they can detect deception, but most over-estimate their ability to do so. For the negotiator, this misapprehension can have severe consequences. This article offers suggestions for understanding the limitations of perception and better identifying and dealing with deception.

Using the Six Laws of Persuasion During Negotiation
To be successful in negotiations, you have to "sell" your ideas and, in a win-win situation, provide the other side with a fair deal. You must appeal to the intellect using logical and objective criteria as well as engaging the emotions of the negotiators. The result of a successful negotiation is that all parties should believe they got a good deal.

What To Watch For When It's Time to Get the Deal in Writing
Most people think of negotiating as the verbal give and take that brings two opposing parties to a point of agreement. That is the heart of negotiating, but just as important is the transition to the written contract that formalizes the verbal agreement. This article outlines key steps in developing a written contract.

27 Principles Of Negotiating
If people ask for something before a contract is signed, it is called negotiating. If they ask for something after a contract is signed, it is called begging. In business, it's better to be a good negotiator than an expert beggar. This concise article covers the basics of negotiating, including some fundamental principles and negotiating tactics."

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