A
 
Alliances

Characteristics of Successful Alliances

Degrees of Difficulty

See also under "Partnerships"

Animosity

Personal Animosity

  Apologies The Japanese Way of Apologizing
B





 
Banking

Some Thoughts About Negotiations Between Banks and SMEs

Bargaining

What makes positional bargaining attractive

What makes hard bargaining attractive

BATNA

Using One's Own BATNA

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

Behavior

The Behavior of Successful Negotiators

Body language

Body Language vs. Negotiating: Short Synthesis

See also under "Nonverbal"

Brainstorming

Brainstormin - Questioning the Assumptions

B2B

Distributive vs. Integrative Approach

Some Thoughts About Negotiation in the B2B Environment

C







 
Chairs

see under Perceptions

Conflicts

The Framework of Conflicts

The Dynamics of Conflict Escalation

Components of Conflicts (Healthcare)

Conflicts vs. New product Development Process (Toyota)

Conflict Management

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)

Cooperation

Emergence of Cooperation

Controversy

Constructive Controversy

Corruption

How to Deal with Corruption

Negotiating with Corrupt Government Officials

Creativity

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

Criticism

See under "Feedback"

Culture

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

D
 
Delegation

Delegation Management

Difficult Conversations

Causes of Partisan Perceptions

Usual vs. More Realistic Goals

Usual vs. Safer Assumptions

Intent vs. Impact

How to proceed?

Difficult people

Negotiating with difficult people

E


 
Emotions

Emotions in Negotiation

Emotions vs. Core Concerns

The Components of Emotions

Emotional Outbursts

Helping People to Deal with Emotions in Negotiation

Meta-emotions

Emotional Intelligence

The Four "Branches" of Emotional Intelligence

Group Emotional Intelligence

Empathy

The Anatomy of Empathy

E-Procurement

E-Procurement vs. Negotiating: Primary Focus and Strengths

E-Procurement vs. Negotiation

Explanation

How to Make a Complex Explanation Understandable

F Fairness

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

Feedback

How to Give Critical Feedback

G Goals

Goals vs. Interests

Goals vs. Satisfaction

Groupthing

Groupthink

H Healthcare

Some Thoughts About Negotiation in the Healthcare Environment

Humor

Humor in Negotiation

I

 
Influence

Weapons of Influence: Six Psychological Principles that Direct Human Behavior

Integrative vs. Competitive

Experimental Evidence

Intellectual Property

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

Internal Negotiations

See under "Linkages" > Negotiating Inside Out

J    
K KAM

Some Thoughts About Key Account Management and Negotiation

L Legal Counsels

Some Thoughts About the Importance of Negotiation for Legal Counsels

Linkages

Types of Linkages

Mapping Linkages

Reengineering Linkages

Negotiating Inside Out

M



 
Manipulation

Manipulative Tactics

Bid High and Retreat: Why Does it Works?

Good Cop / Bad Cop

How to Prevent the Use of Manipulative Tactics

Media

Negotiation Media: Advantages and Disadvantages

Mediation

See under "Conflict Management"

Mistakes

Common Negotiation Mistakes

Mistrust

How to Circumvent Mistrust

Multilateral

Multilateral Negotiations

N Negotiation

Principled Negotiation Method and Strategy

Nonverbal

Nonverbal Cues

Detecting Deception through Nonverbal Cues

O Obstacles

Obstacles to Agreement

Ombudsman

Ombudsman

P





 
Partnerships

Everybody Likes Partnerships!

The "Eight I's" of Successful Partnerships

Vulnerabilities of Partnerships

See also under "Alliances"

Peace Process

Building up the Peace Process in Colombia

Israel x Palestine: Lessons drawn by Dennis B. Ross

Multi-Track Diplomacy

Perception

Israel x Palestine: Camp David, July 2000

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

Persuasion

The Power to Persuade

Power

Sources of Negotiation Power

Negotiating in an Asymmetrical Power Situation

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

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

Precedents The Role of Precedents in Negotiation
Price

Price vs. Total Cost-in-Use

Procurement

GM / Lopez' PICOS Program

Psychological Traps

Psychological Traps in Negotiation

Q    
R Relationship

Productive Working Relationship

Requirements of a Successful Relationship Strategy

Strategies for Building Up Good Working Relationships

Renegotiation

Renegotiations: types, characteristics, good management practices

  Self-Management

Charlene Barshefsky – Self-Management

S Selling

Selling vs. Negotiating

Shadow Negotiation

How to Guide the Shadow Negotiation

T



 
Telephone

See under "Media"

Threat Sewe under "Self-Management"
Time

Time: Europe / USA vs. Middle East

Transparency

The Illusion of Transparency

Trust

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

Trustworthiness

Does it Pay to Be Trustworthy?

Trustworthiness vs. Profitability

Turnaround

Turnaround Situations (Continental Airlines)

U    
V Value

How to Create Value in Negotiation

W Win-Win Agreements

Cartoon

Definition / Type 1 - 2 - 3

X    
Y    
Z