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- Win/Win Negotiating - Myths And Realities
- Most business organizations strive on the rule of making effective negotiations and business deals. As a result, they end up making serious mistakes, which show up gradually. Experts suggest that companies must scrutinize the background of the clients before venturing into a negotiation with them. The same holds true not...
- White papers 2003-01-01
- Negotiating to Buy a New Car
- While buying a new car one has to the struggle and to go through negotiating with the dealership. This article provides with all of the resources that one will need to make the process easy, comfortable and financially rewarding. Article advices to let all dealers' tactics and machinations roll off....
- White papers 2003-09-29
- Authority Limits
- The essence of authority limits is that the negotiator lacks the authority to conclude a final agreement - or claims that he or she lacks that authority. In fact, there are three possibilities. The article asserts on many uses for the authority limit tactic. There are two caveats that apply...
- White papers 2003-01-01
- Managing The Sales Negotiation Process
- Sales is a high energy, fast moving business. Negotiation is a process and a game. How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be. Use the process and play the game. You'll be astonished at the difference that...
- White papers 2003-01-01
Additional Resources
- Emergent Negotiations: Stability And Shifts In Negotiation Dynamics
- Negotiation is a dynamic process in which negotiators change their strategies in response to each other. We believe mutual adaptation is best conceptualized as an emergent process and is a critical determinant of negotiators' abilities to identify mutually beneficial solutions. We argue that two factors drive the process of negotiation...
- White papers 2006-10-13
- Peace And Progress With The Health Care Team: Techniques In Conflict Negotiation
- Negotiation is the process wherein two or more parties exchange information and hold discussion towards striking a deal on mutually acceptable terms and conditions. Sometimes, due to disparate thinking of the concerned parties, negotiation gives rise to conflicts. The sources of conflict include culture/religion, money, and status. The paper examines...
- Presentations 2003-01-01
- Negotiation Process And Strategies For Emerging Markets
- Negotiation involves the process of information exchange and discussion of various issues between the interested parties towards effecting a deal. In the modern day business era, the emphasis is on ‘win-win' business negotiations. Cultural difference between the concerned parties poses significant challenge to successful international negotiations. The paper examines the...
- Presentations 2003-01-01
- Offers Do Not Lead To Contracts Unless Negotiation And Acceptance Are Made
- Whether you are selling property or services, a verbal offer made by an individual or company often begins the steps involved in forming a contract. When in the market to buy or sell any item, it is important to understand the dynamics of contracts and what constitutes a contract in...
- White papers 2008-02-20
- Representation And Warranties Insurance: A New Strategic Negotiation Tool For Dealmakers
- Despite the fact that Representations and Warranties Insurance RWI was first introduced in 1997, the use of RWI policies has been very limited. A typical RWI policy covers losses arising from the breach of representations and warranties by sellers in M&A or investment deals. This article introduces the advantages of...
- White papers 2003-01-01
- Valuations And Dynamics Of Negotiations
- This paper analyzes three-party negotiations in the presence of externalities, deriving a close form solution for the stationary sub-game perfect Nash equilibrium of a standard non-cooperative bargaining model. Players' values are monotonically increasing or decreasing in the amount of negative or positive externalities that they impose on others. Moreover, players'...
- White papers 2006-01-01
- Adaptive Management Planning Projects As Conflict Resolution Processes
- Adaptive management planning projects use multiparty, multidisciplinary workshops and simulation modeling to facilitate dialogue, negotiation, and planning. However, they have been criticized as a poor medium for conflict resolution. Alternative processes from the conflict resolution tradition, e.g., principled negotiation and sequenced negotiation, address uncertainty and biophysical constraints much less skillfully...
- White papers 2006-06-27
- Artful Negotiating
- From the executive summary: ‘Solid negotiation skills separate successful executives from their unsuccessful counterparts. The ability to make things happen is often the result of aligning individuals inside and outside organizations put vision through logic, persuasion, influence, creativity, perseverance, humor, and panache. Negotiation is what gets a good turnout at...
- White papers 2001-06-01
- B-School Buzz: Entrepreneurship and Negotiating in Shaky Times, Doing Business in Russia, Money for McCombs, and More
- Stacy Blackman's Weekly Roundup of B-School Intelligence Will and Beverly O'Hara have pledged $16 million to the University of Texas McCombs School of Business, the largest individual gift to the school since Red McCombs donated his name and $50 million eight years ago. It may be small...
- Blog posts 2008-11-21
- Alphatec Spine, Inc. Q4 2008 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instruction And our first question today comes from Glenn Navarro with RBC Capital Markets. Glenn Novarro – RBC Capital Markets Good afternoon guys, two questions. One and I asked this question on an earlier conference call. I just wanted to clarify your comments about...
- Earnings calls 2009-03-02
- Keep Emotion Out of Decision Making
- We've all had the experience of letting our emotions get the better of our actions. But in a business setting, emotional decisions can be costly -- and a quick way to lose your job. But how do you keep cool, calm, and collected in the high pressure...
- Blog posts 2008-05-07
- ENSCO International, Inc. Q4 2007 Earnings Call Transcript
- Question-and-Answer Session[Operator Instructions]. Our first question comes from Ian Macpherson calling from Simmons & Company. Please go ahead. Ian Macpherson - Simmons & Co., Inc. Hi good morning and nice quarter. Unidentified Company Representative Appreciate it. Ian Macpherson - Simmons & Co., Inc. I just really want to dig...
- Earnings calls 2008-02-27
- Handbook Reflects Current Thinking on ADR
- Handbook Reflects Current Thinking on ADR The Handbook of Dispute Resolution. Edited by Michael L. Moffitt and Robert C. Bordone. A Publication of the Program on Negotiation at Harvard Law School. San Francisco: Jossey-Bass, a Wiley imprint (www.josseybass.com), 2005. Hardcover. 546 pages. $75. Contributor Carrie Menkel-Meadow writes, "disputes are as...
- Research articles 2006-08-01
- Managing Regulation in a New Era
- As concern over global problems mounts, executives and regulators have everything to gain from building relationships based on trust, and developing solutions that benefit a wide range of stakeholders. The 2008 financial crisis may come to be seen as the demarcation between two regulatory eras....
- Articles 2009-01-12
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