Since 70% of communication is non-verbal, then relying simply on the ‘words’ means we could miss two-thirds of the action. Body language includes any...

Much of the complexity (and satisfaction!) in negotiation is caused by the need to play many different roles during the ‘give’ and ‘take’ process. Essentially,...

Essentially, negotiation is a give-and-take process whereby agreement is reached between two equal parties. The parties first state what can be contradictory demands and...

Conducting Opportunity Analysis on important business recommendations or actions, including negotiation, can help anticipate and manage potential opportunities in implementation. This process can be...

Conducting Risk Analysis on important business recommendations or actions can help anticipate and manage problems in implementation. This process can be applied to negotiation...

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis. Typical manufacturer concessions include delivering on...

Reaching profitable agreement with the buyer is best achieved via a succession of concession exchanges, on a one-for-one basis. Typical retailer concessions include giving extra...

During negotiation, the ‘give and take’ environment can make it difficult for the seller to say "no" to impossible requests (i.e. requests for over-rider,...

The bargaining power of numbers in negotiation can be considerably enhanced by developing skills in the interpretation and transmission of verbal and non-verbal signals. Whilst...

Since 70% of communication is non-verbal, then relying simply on the ‘words’ means we could miss two thirds of the action. Body language includes any...