Characteristics of Successful Alliances

Degrees of Difficulty

See also under "Partnerships"

Personal Animosity

Some Thoughts About Negotiations Between Banks and SMEs

What makes positional bargaining attractive

What makes hard bargaining attractive

Using One's Own BATNA

BATNA: Best Alternative to a Negotiated Agreement.
See also under: "Power"

The Behavior of Successful Negotiators

Body Language vs. Negotiating: Short Synthesis

See also under "Nonverbal"

Brainstormin - Questioning the Assumptions

Distributive vs. Integrative Approach

Some Thoughts About Negotiation in the B2B Environment

see under Perceptions

The Framework of Conflicts

The Dynamics of Conflict Escalation

Components of Conflicts (Healthcare)

Conflicts vs. New product Development Process (Toyota)

Conflict Management: Approach and Tools

Quality of Conflict Management: Evaluation Criteria

Litigation vs. Mediation

Negotiation - Mediation - Arbitration - Litigation

What Hinders the Willingness to Resort to Business Mediation

Management of Conflicts (Healthcare)

Emergence of Cooperation

Constructive Controversy

How to Deal with Corruption

Negotiating with Corrupt Government Officials

Creativity vs. Diversity (M. Eisner / Walt Disney)

See under "Feedback"

Impact of Culture on Negotiation / France vs. Germany

Impact of Culture on Negotiation / USA vs. Japan

Impact of Culture on Negotiation / Professional Background

Basic Values: Germany vs. France

Impact of Cultural Barriers

The Cultural Iceberg

Don't Exaggerate the Importance of Cultural Differences!

Preparing to Overcome Cultural Barriers

Culturally Responsive Strategies

Cross-Cultural Negotiations: What Really Matters

Managing Relationship-Related Issues in Negotiation: An Experience in China

Delegation Management

Causes of Partisan Perceptions

Usual vs. More Realistic Goals

Usual vs. Safer Assumptions

Intent vs. Impact

How to proceed?

Negotiating with difficult people

Emotions in Negotiation

Emotions vs. Core Concerns

The Components of Emotions

Emotional Outbursts

Helping People to Deal with Emotions in Negotiation

Meta-emotions

The Four "Branches" of Emotional Intelligence

Group Emotional Intelligence

The Anatomy of Empathy

E-Procurement vs. Negotiating: Primary Focus and Strengths

E-Procurement vs. Negotiation

How to Make a Complex Explanation Understandable

Fairness: Outcome vs. Process (Procedures vs. Behavior)

How to Give Critical Feedback

Goals vs. Interests

Goals vs. Satisfaction

Groupthink

Some Thoughts About Negotiation in the Healthcare Environment

Humor in Negotiation

Weapons of Influence: Six Psychological Principles that Direct Human Behavior

Experimental Evidence

Some Thoughts About the Importance of Negotiation for Patent Lawyers and Licensing Managers

See under "Linkages" > Negotiating Inside Out

Some Thoughts About Key Account Management and Negotiation

Some Thoughts About the Importance of Negotiation for Legal Counsels

Types of Linkages

Mapping Linkages

Reengineering Linkages

Negotiating Inside Out

Manipulative Tactics

Bid High and Retreat: Why Does it Works?

Good Cop / Bad Cop

How to Prevent the Use of Manipulative Tactics

Negotiation Media: Advantages and Disadvantages

See under "Conflict Management"

Common Negotiation Mistakes

How to Circumvent Mistrust

Multilateral Negotiations

Principled Negotiation Method and Strategy

Nonverbal Cues

Detecting Deception through Nonverbal Cues

Obstacles to Agreement

Ombudsman

Everybody Likes Partnerships!

The "Eight I's" of Successful Partnerships

Vulnerabilities of Partnerships

See also under "Alliances"

Building up the Peace Process in Colombia

Israel x Palestine: Lessons drawn by Dennis B. Ross

Multi-Track Diplomacy

Israel x Palestine: Camp David, July 2000

Tactile Sensations vs. Negotiation (influence of the chair on which one sits)

The Power to Persuade

Sources of Negotiation Power

Negotiating in an Asymmetrical Power Situation

Negotiating Power: AOL (David) vs. Microsoft (Goliath)

Merivale Group (David) vs. American Express (Goliath)

Price vs. Total Cost-in-Use

GM / Lopez' PICOS Program

Psychological Traps in Negotiation

Behavioral Rules (George Mitchell)

Productive Working Relationship

Requirements of a Successful Relationship Strategy

Strategies for Building Up Good Working Relationships

Renegotiations: types, characteristics, good management practices

Charle Barshefsky - Self-management

Selling vs. Negotiating

How to Guide the Shadow Negotiation

See under "Media"

Time: Europe / USA vs. Middle East

The Illusion of Transparency

Definition (Babysitter)

Definition (Child x Rhinoceros)

Base Trust on Risk Analysis, not Moral Judgment

Breach of Trust / DaimlerChrysler

Misplaced Trust

Trust vs. Control (HP / Semco)

Trust + Control = Confidence (1)

Trust + Control = Confidence (2)

Trust vs. Credit

How to Build Up Trust: Principles

How to Build Up Trust: Strategies

Trust Factors

Manufacturer-Retailer Relationship: Trust vs. Power

GM vs. UAW

Does it Pay to Be Trustworthy?

Trustworthiness vs. Profitability

Turnaround Situations (Continental Airlines)

How to Create Value in Negotiation

Cartoon

Definition / Type 1 - 2 - 3