Author Information
Jan Potgieter (MBA)
Member since 14th August 2007
Occupation: Negotiations Consultant and Trainer
Jan Potgieter is CEO of The Negotiation Academy - Europe(TNA) http://www.negotiationeurope.com
TNA is a global management consultancy specialising in business negotiations, including sales negotiation training and procurement negotiation training.
Become part of The Negotiation Network and have your questions answered for FREE----- http://www.negotiationeurope.com/contacts/enquiry.php
16th August 2007
BEST PRACTICE NEGOTIATION TECHNIQUES
How many times in the course of a day do you find yourself negotiating a situation?
I would be willing to guess that you encounter both planned and unplanned opportunities for negotiation several times a day, ye...
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16th August 2007
Most negotiators greatly underestimate the amount of time required to effectively prepare for and research the background to any business negotiation. The old cliché says 'failing to prepare means preparing to fail'.
We should spend at least twice a...
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16th August 2007
Are you approaching all your commercial negotiations with a standard approach? Should you only use a win/win approach to negotiations?
Traditionally, negotiated outcomes can be classified into one of the following categories:
- Lose/Lose (all part...
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16th August 2007
The rule of reciprocation, which says that we should try to repay in kind what another person has provided us, is the most potent weapon of influence we as humans possess.
The highly respected archaeologist, Richard Leakey ascribes adhering to the rec...
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