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- Concurrent Multiple-Issue Negotiation For Internet-Based Services
- Negotiation is a technique for reaching mutually beneficial agreement among autonomous entities. A concurrent negotiation problem occurs when one entity is negotiating simultaneously with several other entities to reach agreement. In the paper of Internet-based services, we present a protocol to support concurrent negotiation over multiple issues. By extending existing...
- White papers 2006-08-09
Additional Resources
- What to do When a Negotiation Sours
- In my previous posts, I explained how to develop power prior to the sales negotiation, in order to ensure that you cut a deal that's positive for both your firm and customer's firm. This post explains what to do when a problem with a sales negotiation looks likely to...
- Blog posts 2007-08-29
- How To Solve A Timetabling Problem By Negotiation
- This paper presents a negotiation based approach for timetable creation. The aim here is not to present an approach that gives the best results but an original one that is more flexible than others which must restart from scratch at each change in the environment. Using agent based negotiation enables...
- White papers 2006-08-10
- Richard Shell: Negotiation Tips from a Master Persuader
- To thrive in your career, you have to be good at selling your ideas inside your own organization. After years of study, Wharton professor Richard Shell can tell you exactly what works ? and what doesn?t. The...
- Articles 2009-07-07
- Negotiation Of Licensing And Sales Agreements
- Negotiation is an effective tool to operationalize successful agreements. It is a subtle avenue through which substantial permissible mileage can be extracted from a deal. Licensing and sales agreements offer wide scope for exercising negotiation skills towards attainment of success. Zeroing in on the problem, early in the negotiation process...
- Presentations 2003-01-01
- Requirements For Policy Languages For Trust Negotiation
- In open systems like the Internet, traditional approaches to security based on identity do not provide a solution to the problem of establishing trust between strangers, because strangers do not share the same security domain. A new approach to establishing trust between strangers is trust negotiation, the bilateral exchange of...
- White papers 2005-03-16
- Reel Negotiation: The Good, the Bad, and the Ugly Reflections of Negotiation and Mediation in Film
- Almost ten years ago, the authors did a workshop showing film clips from popular films they thought were relevant to negotiation and conflict management practice. Since then, each of them have expanded and refined the authors repertoire of films and regularly include them in presentations and trainings. The visual experience...
- White papers 2006-10-01
- Air Force print news : Negotiation Center of Excellence established
- WASHINGTON -- Air Force officials announced the creation of a Negotiation Center of Excellence at the Air University at Maxwell Air Force Base, Ala. The center will spearhead the development and application of negotiation, collaboration, and problem-solving skills throughout the Air Force. "More and more, negotiation training is important...
- Research articles 2006-01-01
- How to Best Aid Negotiation By Breaking Down Barriers
- Mediation of commercial disputes has risen significantly over the past decade. The best mediators apply leadership and problem-solving skills and earn the trust of the parties. Ultimately, they will involve the parties directly in the search for solutions. While direct and unassisted negotiation should remain the initial path to dispute...
- White papers 2002-04-08
- How To Set Up A Successful Negotiation
- The "Negotiation Process" is one of the weakest steps for most salespeople. It isn't taught in most dealerships and learning it through "experience" is slower than a snail and very expensive. And the problem is, both the sale and your gross completely depend on you successfully handling this step like...
- White papers 2003-01-01
- Norm Refinement - Informing The Re-Negotiation Of Contracts
- Conflicts between norms are a common problem in open Virtual Organisations and has to be dealt with. Norm-governed agents that populate such VO's can remain operational only if they are able to resolve such conflicts. This paper discusses how norm-governed agents based on the NoA architecture identify such conflicts and...
- White papers 2006-05-18
- Columbia University Launches Graduate Program in Negotiation and Conflict Resolution
- New Master's Program Joins Columbia University's School of Continuing Education Part-time Programs for Working Professionals NEW YORK -- Columbia University's School of Continuing Education will launch a new Master of Science in Negotiation and Conflict Resolution in fall 2008. This graduate degree program is designed to train professionals to...
- Research articles 2008-02-14
- The Art Of Sale Negotiation Skills
- In negotiating, interests are more important than someone's position or viewpoint. A position can be changed and is usually not that important in a negotiation. Behind every viewpoint there is a basic need or interest, and that leads to whatever the underlying problem is. Interests are at the heart of...
- White papers 2008-12-26
- The matching problem in private negotiation
- Many transactions in the food and fiber sector are conducted through private negotiation. A buyer and a seller, or respective agents, meet and haggle over price and possibly other features of the deliverable. The majority of fed cattle procurements (53.9% of the total) in 2003, for example, were privately negotiated...
- Research articles 2007-11-01
- Achieving Fairness In Private Contract Negotiation
- Suppose Alice and Bob are two entities (e.g. agents, organizations, etc.) that wish to negotiate a contract. A contract consists of several clauses, and each party has certain constraints on the acceptability and desirability (i.e., a private "Utility" function) of each clause. If Bob were to reveal his constraints to...
- White papers 2005-01-13
- Negotiating in Tricky Situations
- However experienced you are at negotiating, you're bound to run into tough, bruising sessions that can leave you ready to accept any terms—if only to end the hassling. The number of potential difficulties is almost endless, but the most common ones fall into two categories: difficult people and difficult situations.There...
- Articles 2007-10-23
- Four Common Deal-killers
- Four familiar landmines in M&A bargaining and how to avoid them. Problem 1: Unreasonable Preconditions Example: The CEO of...
- Articles 2007-12-13
- Parentonomics | BTalk Australia
- (13min 19) Economist Joshua Gans applies economic theory to the raising of children in his book "Parentonomics: An Economist Dad Looks at Parenting". In today's BTalk Australia he explains to Phil Dobbie why advertising of unhealthy food is a good thing, how sharing is part of childbirth,...
- Blog posts 2008-12-10
- When to Walk Away from a Deal
- The Idea in Brief Is your company prone to "deal fever"--getting so excited while pursuing acquisitions that it skimps on due diligence? Caught up in the thrill of the chase, many firms use due diligence to justify...
- Articles 2007-12-13
- 10 Psych Secrets for Conflict Resolution
- Conflicts at the office, whether they're interpersonal or purely business, are an unavoidable fact of work life. But a disagreement doesn't have to end with two peeved people. According to Sinaia Nathanson, Ph.D., a senior lecturer at Tufts University, employing smart psychology can help you handle conflict wisely and...
- Blog posts 2008-06-30
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