From The Publisher's Desk Baker, John D. (February 2012)
Review of: Secrets of Power Negotiating: Inside Secrets From a Master Negotiator,15th Anniversary Edition, By Roger Dawson (Pompton Plains, N.J., The Career Press, 2011) Baker, John D. (February 2012)
The Importance of the Preliminary Stage of Negotiation Interactions Craver, Charles B. (February 2012)
Negotiating Isn't Child's Play Shelton, JB (February 2012)
Let's Do Better than Positional Negotiating Ionescu, Radu (February 2012)
From The Publisher's Desk Baker, John D. (December 2011 - January 2012)
Review of: How to Win Any Negotiation: Without Raising Your Voice, Losing Your Cool, or Coming to Blows By Robert Mayer (Pompton Plains, N.J., The Career Press, 2006) Baker, John D. (December 2011 - January 2012)
Negotiate How You Negotiate Latz, Marty (December 2011 - January 2012)
Negotiating With Yourself Shelton, JB (December 2011 - January 2012)
Nonverbal Negotiation Skills Stark, Peter B. (December 2011 - January 2012)
From The Publisher's Desk Baker, John D. (November, 2011)
Review of: GETTING MORE: How to Negotiate to Achieve Your Goals in the Real World By Stuart Diamond (New York: Crown Business, 2010) Baker, John D. (November, 2011)
The Importance of Post-Negotiation Evaluations Craver, Charles B. (November, 2011)
Reinventing Yourself as a Negotiator Shelton, JB (November, 2011)
Assessing Negotiation Performance: The Three E's Baker, John D. (November, 2011)
From The Publisher's Desk Baker, John D. (October, 2011)
Review of: The Five Percent: Finding Solutions to Seemingly Impossible Conflicts By Peter T. Coleman (New York: Public Affairs, 2011) Baker, John D. (October, 2011)
Behavioral Styles in Negotiation Stark, Peter B. (October, 2011)
Evolved Negotiations: A New, Blended and Broadened Approach to Influencing Conditions, Adversaries and Outcome Bracken, Lisa (October, 2011)
The Most Powerful Manipulation Tool Ever: Time Ionescu, Radu (October, 2011)
September 2011
From The Publisher's Desk Baker, John D. (September, 2011)
Review of: DEALMAKING: The New Strategy of Negotiauctions By Guhan Subramanian (New York: W.W. Norton & Company, Inc., 2011) Baker, John D. (September, 2011)
Business Negotiators Often Hit the Wrong Targets Cummins, Tim (September, 2011)
Negotiators Gaining from Training: Publishing Hostage and Barricade Situations, and the Ethical Concerns Greenstone, Dr. James L. (September, 2011)
August 2011
From The Publisher's Desk Baker, John D. (August, 2011)
Review of: BUILT TO WIN: Creating a World-Class Negotiating Organization By Hallam Movius and Lawrence Susskind (Boston: Harvard Business Press, 2009) Baker, John D. (August, 2011)
Negotiation Training: Getting Your Money's Worth Asherman, Ira G. (August, 2011)
The Impact of Psychological Factors On Negotiation Interactions Craver, Charles B. (August, 2011)
June - July 2011
From The Publisher's Desk Baker, John D. (June - July, 2011)
Review of: CONFLICT 101: A Manager's Guide to Resolving Problems So Everyone Can Get Back to Work by Susan H. Shearouse (New York: AMACOM Books, 2011) Baker, John D. (June - July, 2011)
To Negotiatie or Not to Negotiate Brodow, Ed (June - July, 2011)
The Role of Power in Negotiation Stark, Peter B. (June - July, 2011)
May 2011
From The Publisher's Desk Baker, John D. (May, 2011)
Review of: Stalling For Time: My Life as an FBI Hostage Negotiator By Gary Noesner (New York: Random House, 2010) Baker, John D. (May, 2011)
The Impact of Culture on Transnational Interactions Craver, Charles B. (May, 2011)
Hypocrisy in Contracting Leads to Wasted Negotiation Cummins, Tim (May, 2011)
Negotiation, Gender Triggers and Female Lawyers Fromm, Delee (May, 2011)
Emotion and Negotiation, Part II Fromm, Delee (December, 2007 - January, 2008)
Negotiating With Extortionist Government Functionaries, Part 4 Horowitz, Bruce (December, 2007-January, 2008)
Perfecting the Art of Silence in Negotiating Tahir, Liz (December, 2007 - January, 2008)
Emotion and Negotiation, Part I Fromm, Delee (November, 2007)
Negotiating With Extortionist Government Functionaries, Part 3: Preparing Yourself Horowitz, Bruce (November, 2007)
Review of: Shaping the Game: The New Leader's Guide to Effective Negotiating By Michael Watkins (Boston: Harvard Business School Press, 2006) Baker, John D. (November, 2007)
October, 2007
Negotiating With Extortionist Government Functionaries, Part 2: Legal, Logical, Moral and Emotional Barriers Horowitz, Bruce (October, 2007)
Know When The Time Is Right To Renegotiate A Deal Latz, Marty (October, 2007)
Value Add Negotiating for Sales Professionals Schatzki, Michael (October, 2007)
Review of: Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts By Michael Soon Lee with Sensei Grant Tabuchi (New York: AMACOM, 2007) Baker, John D. (October, 2007)
September, 2007
Tyranny versus TLC: Five Negotiation Steps for Managers Brodow, Ed (September, 2007)
Negotiating With Extortionist Government Functionaries Horowitz, Bruce (September, 2007)
Be a Master Negotiator with Three Simple Steps Strelecky, John P. (September, 2007)
Review of: The Point of the Deal By Danny Ertel and Mark Gordon (Boston: Harvard Business School Press, 2007) Baker, John D. (September, 2007)
August, 2007
The Power Of An Apology Craver, Charles B. (August, 2007)
Renegotiating as a Customer Freeman, Marc (August, 2007)
Timeless Principles To Steer You Through Negotiations Garner, Eric (August, 2007)
July, 2007
Review of: Chess & The Art of Negotiation: Ancient Rules for Modern Combat By Anatoly Karpov and Jean Francoise Phelizon with Bach Kouatly (Westport, Connecticut: Praeger Publishers, 2006) Baker, John D. (July, 2007)
The Road to Collaborative Negotiation Cummins, Tim (July, 2007)
Effective Strategies for Dealing With Difficult People Latz, Marty (July, 2007)
Where "Win-Lose" and "Win-Win" Negotiators Fall Short Lax, David A. ; Sebenius, James K. (July, 2007)
Review of: Consultative Selling: Simple Steps That Build Relationships and Win Even the Toughest Sale By Greg Bennett (New York: American Management Association, 2007) Baker, John D. (August, 2007)
June, 2007
Conducting Electronic Negotiations Craver, Charles B. (June, 2007)
Negotiation for Women: The Dual Aspects of Outcome and Relationship Fromm, Delee (June, 2007)
Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off Goodman, Dr. Gary S. (June, 2007)
Review of: Renegotiate with Integrity: "It's Not Business, It's Personal" By Marc Freeman (Fairfield, Iowa: Freeman Business Books, 2006) Baker, John D. (June, 2007)
May, 2007
Renegotiating for Corporate Innovation Freeman, Marc (May, 2007)
Hostage Negotiation: The Divergence From Other High-Stakes Negotiations and the Impact of Measuring Effectiveness Grovert, Ashley (May, 2007)
The Source of the Mediator's Power: How We Connect the Disconnected and Engineer Agreements Schau, Jan Frankel (May, 2007)
Get a Head Start in Negotiations Garner, Eric (May, 2007)
April, 2007
Nonverbal Signals and Negotiating Interactions Craver, Charles B. (April, 2007)
Governance - What Governance? Cummins, Tim (April, 2007)
Using Imagery As A Tool For Preparing For Negotiations Harris, Dave (April, 2007)
Three Tips For Building Goodwill During Negotiations Lax, David A. ; Sebenius, James K. (April, 2007)
March, 2007
In Praise of Win-Win Negotiations Brodow, Ed (March, 2007)
Conflict: Don't Fight It, Manage It Garner, Eric (March, 2007)
Asking the Right Questions Tahir, Liz (March, 2007)
SME (Subject Matter Expert)? Moore, Russ (March, 2007)
Review of: Case Studies in US Trade, Volume 1: Making the Rules By Charan Devereaux, Robert Z. Lawrence, and Michael D. Watkins (Washington D.C.: Institute for International Economics, 2006) Baker, John D. (March, 2007)
February, 2007
Classic Negotiation Techniques Craver, Charles B. (February, 2007)
Staying On Top During Price Negotiations Lax, David A. ; Sebenius, James K. (February, 2007)
Staying On Top During Price Negotiations Lax, David A. ; Sebenius, James K. (February, 2007)
Promising News From the Front: Peacemaker Offers Plenary Address to the U.S. Department of the Navy Schau, Jan Frankel (February, 2007)
Are You a 'Skilled' Negotiator? Hayman, Tom (February, 2007)
Review of: Getting Your Way Every Day: Mastering the Lost Art of Pure Persuasion (New York: American Management Association, 2007) Baker, John D. (February, 2007)
January, 2007
Walking Away from a Sale Brodow, Ed (January, 2007)
International Negotiation and Support: A Multi-Company Study: Executive Summary Cummins, Tim (January, 2007)
In Negotiation, The Past Has No Future Cohen, Steven P. (January, 2007)
Renegotiating with Integrity Freeman, Marc (January, 2007)
Review of: Negotiation Boot Camp: How To Resolve Conflict, Satisfy Customers, and Make Better Deals By Ed Brodow (New York:Doubleday, 2007) Baker, John D. (January, 2007)
Negotiation Style and Approach: Are Stereotypes a Myth? Cummins, Tim (October, 2006)
Negotiating by e-mail Sims, Jonathan (October, 2006)
Master the Principles of Negotiations and Make Better Deals Garner, Eric (October, 2006)
Review of: 3D Negotiation: Powerful Tools To Change The Game In Your Most Important Deals (Boston: Harvard Business School Press, 2006) Baker, John D. (October, 2006)
September, 2006
"It's Not Business. It's Personal" Freeman, Marc (September, 2006)
Victim Precipitated Suicide "The Weapon of Choice Is Us." Moore, Russ (September, 2006)
Be a Master Negotiator with Three Simple Steps Strelecky, John P. (September, 2006)
Review of: Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict By Roy J. Lewicki and Alexander Hiam (San Francisco: Jossey-Bass, 2006) Baker, John D. (September, 2006)
August, 2006
Turn Objections into Concessions and Adversaries into Advocates in Corporate Negotiations Bracken, Lisa (August, 2006)
WHY WE DO THE JOB Moore, Russ (August, 2006)
Nuances Of Negotiations Should Include Reciprocity, Concessions Latz, Marty (August, 2006)
Review of: Leading Through Conflict: How Successful Leaders Transform Differences into Opportunities By Mark Gerzon (Harvard Business School Press, 2006) Baker, John D. (August, 2006)
July, 2006
The ABCs of Negotiation Ploys and Tactics Garner, Eric (July, 2006)
Why Negotiators Live Longer Brodow, Ed (July, 2006)
Seven Ways To Be An InValuable Resource Karr, Ronald (July, 2006)
June, 2006
Hunting for Deception in Mediation - Winning Cases by Understanding Body Language Krivis, Jeffrey ; Zadeh, Mariam (June, 2006)
Become a Persuasive Negotiator Through Better Communication Bracken, Lisa (June, 2006)
Olympic Games Offer Golden Rules For Negotiators Latz, Marty (June, 2006)
Review of: The Art of Connecting: How to Overcome Differences, Build Rapport and Communicate Effectively with Anyone By Claire Raines and Lara Ewing (New York: AMACOM, 2006) Baker, John D. (June, 2006)
May, 2006
Maintain Your Negotiation Skills Craver, Charles B. (May, 2006)
The Most Serious Errors Made by Negotiators: Twenty-Five to Consider Greenstone, Dr. James L. (May, 2006)
Selection and Training of a Crisis Negotiation Team Sherman, Bob (May, 2006)
Review of: Leverage: How to Get It and How to Keep It in any Negotiation By Roger Volkema (New York: AMACOM, 2006) Baker, John D. (May, 2006)
April, 2006
Can a Good Negotiator Really Make a Difference? Brodow, Ed (April, 2006)
Mind Games: Power, Personality and Emotion In Business Negotiation Fromm, Delee (April, 2006)
The Truth About Lying Boe, John (April, 2006)
Review of: Psychological Aspects of Crisis Negotiation By Thomas Strentz (Boca Raton: CRC Press, 2006) Moore, Russ (April, 2006)
March, 2006
The Appearance of Fairness Craver, Charles B. (March, 2006)
Building and Maintaining Coalitions and Allegiances Throughout Negotiations Bracken, Lisa (March, 2006)
Prepare For The Moments That Define The Negotiation Latz, Marty (March, 2006)
Review of: Improvisational Negotiation: A Mediator's Stories of Conflict about Love, Money, Anger - and the Strategies That Resolved Them By Jeffrey Krivis (San Francisco: Jossey-Bass, 2006) Baker, John D. (March, 2006)
Ask The Negotiator: The Key to Negotiation Success is Preparation ... Baker, John D. (March, 2006)
February, 2006
Winning and Keeping Media Interest During Negotiations Bracken, Lisa (February, 2006)
Promoting Cooperation Using Tit-For-Tat Peelle, Henry E. III, D.M. (February, 2006)
Negotiation Success Factors: How They Work Greenstone, Dr. James L. (February, 2006)
Review of: The Five Paths To Persuasion: The Art Of Selling Your Message By Robert B. Miller and Gary A. Williams (New York: Warner Business Books, 2005) Baker, John D. (February, 2006)
Are Many Great Nations Divided by A "Common" Language? Cohen, Steven P. (December, 2005)
Negotiation Ethics Craver, Charles B. (December, 2005)
Actions Speak Louder Than Words Boe, John (December, 2005)
Review of: How to Negotiate Like a Child: Unleash the Little Monster Within to Get EVERYTHING You Want By Bill Adler, Jr. (New York: American Management Association, 2006) Baker, John D. (December, 2005)
November, 2005
Dealing With Your Emotions in Negotiations Fromm, Delee (November, 2005)
Ten Tips for Convincing the Buyer to Pay More Brodow, Ed (November, 2005)
Four Paths to Greater Virtue Bucaro, Frank (November, 2005)
Review of: Negotiate to Win: 21 Rules for Successful Negotiating By Jim Thomas (New York: Collins, 2006) Baker, John D. (November, 2005)
October, 2005
The Ideal Location for Negotiation: an Alternative View Sims, Jonathan (October, 2005)
Aspirations, Anchoring, and Negotiation Results Craver, Charles B. (October, 2005)
Metaphors, Analogies Are Useful, And Also Revealing Latz, Marty (October, 2005)
September, 2005
Negotiating Employment Opportunities Craver, Charles B. (September, 2005)
Morals and Ethics - False Milestones in Negotiation Ionescu, Radu (September, 2005)
Seven Simple Ways to Become a Better Negotiator Fromm, Delee (September, 2005)
Review of: The Conflict Resolution Toolbox: Models and Maps for Analyzing Diagnosing and Resolving Conflict By Gary T. Furlong (John Wiley & Sons Canada, Ltd, 2006) Baker, John D. (September, 2005)
August, 2005
Twenty-Eight Suicides: The Law Enforcement Experience Lanceley, Frederick J. (August, 2005)
The Confluence of Management and Negotiating Calero, Henry H. (August, 2005)
How You Can Avoid Being Exploited In Negotiations Latz, Marty (August, 2005)
Review of: End of the Line: The Rise and Fall of AT&T By Leslie Cauley (New York: Free Press, 2006) Baker, John D. (August, 2005)
July, 2005
Negotiating New Vehicle Purchases Craver, Charles B. (July, 2005)
What are the 12 Dumbest Things Salespeople Do? Meisenheimer, Jim (July, 2005)
Using Silence in a Negotiation Schatzki, Michael (July, 2005)
Review of: Discourse on the Art of Negotiation By Antoine Pecquet Translated By Aleksandra Gruzinska and Murray D. Sirkis (New York: Peter Lang Publishing, Inc., 2004) Baker, John D. (July, 2005)
May/June, 2005
Attitude of Mind: A Key to Success and Failure in Negotiation Sims, Jonathan (May/June, 2005)
Choose Language When Making Offers, Concessions Latz, Marty (May/June, 2005)
How Do Your Customers Make Decisions? Karr, Ronald (May/June, 2005)
The Tactical Dance Moore, Russ (May/June, 2005)
Review of: The Handbook of Negotiation and Culture Edited By Michele J. Gelfand and Jeanne M. Brett (Stanford University Press, 2004) Baker, John D. (May/June, 2005)
April, 2005
Improving Your Negotiating Skills: Tips learned in the Trenches Wachtel, David (April, 2005)
Collective Bargaining Interactions Craver, Charles B. (April, 2005)
The Fourteen Issues You Need to Consider in Every Negotiation Ferguson, Bryan ; Ferguson, David (April, 2005)
Conduct and Ethics in Negotiation under the English Legal System Higham, David (April, 2005)
Ask the Negotiator: The price of mahjong sets varies ... widely ... Baker, John D. (April, 2005)
Review of: The Power of Nice: How to Negotiate So Everyone Wins - Especially You! By Ronald M. Shapiro and Mark A. Jankowski with James Dale (New York: John Wiley & Sons, Inc., 1998) Baker, John D. (April, 2005)
March, 2005
The Global Negotiator - 4 Critical Elements Kozicki, Stephen (March, 2005)
The Myths of Negotiating Calero, Henry H. (March, 2005)
The Lawsuit Market: A Thought Experiment to Reduce Framing Effects Goldman, Barry (March, 2005)
Ask the Negotiator: "A little tweak here and a little tuck there..." Baker, John D. (March, 2005)
Review of: Effective Legal Negotiation and Settlement, 5th Edition By Charles B. Craver (Lexis Nexis, 2006) Baker, John D. (March, 2005)
Perceived Value: The "Real" Basis for Negotiation Ferguson, Bryan ; Ferguson, David (March, 2005)
February, 2005
Everything You Need To Be A Great Negotiator You Learned Before Kindergarten Craver, Charles B. (February, 2005)
Reading Negotiators Like a Book Calero, Henry H. (February, 2005)
e-Learning Negotiation Training: A Demonstration Ferguson, Bryan ; Ferguson, David (February, 2005)
Stop Getting Squeezed by Your Customers Mayer, Jeffrey J. (February, 2005)
Ask the Negotiator: Buyer Strategies for increasing leverage with Sellers ... Schatzki, Michael (February, 2005)
Review of: Salary Negotiation Tips for Professionals By Ron and Caryl Krannich (Manassas Park, Virginia: Impact Publications, 2005) Baker, John D. (February, 2005)
January, 2005
Negotiation: Common Ground Herweg, Sebastian (January, 2005)
Rightness, Lies and Truth: Which is the Best Choice in Negotiation? Ionescu, Radu (January, 2005)
How We Sometimes Fool Ourselves When Making Decisions Anderson, Kare (January, 2005)
Ask the Negotiator: First Encounter - First Steps Baker, John D. (January, 2005)
Review of: The Elements of Police Hostage Negotiations: Critical Incidents and How to Respond to Them By James L. Greenstone (New York: The Hayworth Press, Inc., 2004) Baker, John D. (January, 2005)
Negotiation Persuasion Venter, Dr. David (December, 2004)
Negotiation Lessons Learned by an FBI Hostage Negotiator Lanceley, Frederick J. (December, 2004)
Buyers Must Strategize in Today's Sellers' Market Latz, Marty (December, 2004)
Ask the Negotiator: 'To Walk-out or not to Walk-out?'Some thoughts on the decision. Baker, John D. (December, 2004)
Review of: The Negotiating Paradox: How to Get More by Giving More By Bernard Hale Zick (Dallas: Skyward Publishing, 2003) Baker, John D. (December, 2004)
November, 2004
Are You Winning over the Clients you Want or Losing Out? Potgieter, Jan (November, 2004)
When You're Negotiating, Money Isn't As Important As You Think Dawson, Roger (November, 2004)
Terrorism and Negotiation Cohen, Steven P. (November, 2004)
Ask The Negotiator: To Negotiate or not to Negotiate? That is the Question. Some thoughts on the decision criteria... Baker, John D. (November, 2004)
October, 2004
Cross-Silo Negotiation Cohen, Steven P. (October, 2004)
Framing - An Important Negotiation Tool Venter, Dr. David (October, 2004)
How to Evaluate, Measure Negotiation Success Latz, Marty (October, 2004)
Review of: Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Successful Leadership By Deborah M. Kolb, Judith Williams, and Carol Frohlinger (San Francisco, CA: Jossey-Bass, 2004) Baker, John D. (October, 2004)
Review of: Beyond Reason: Using Emotions as You Negotiate By Roger Fisher and Daniel Shapiro (New York: Viking, 2006) Baker, John D. (October, 2004)
September, 2004
How to Create Added Value Unt, Iwar (September, 2004)
Negotiation Ethics: A Matter of Common Sense Cohen, Steven P. (September, 2004)
How Titans Establish Value Karr, Ronald (September, 2004)
Ask The Negotiator: Being Firm in Negotiation does not Mean You Have to be Tough Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (September, 2004)
Review of: Negotiate and Win: Proven Strategies From the NYPD's Top Hostage Negotiator By Dominick J. Misino with Jim DeFelice (New York: McGraw-Hill, 2004) Baker, John D. (September, 2004)
August, 2004
Anatomy of a Hostage Negotiation: An Interview with a Primary Negotiator Baker, John D. (August, 2004)
Managing the Sales Negotiation Process Schatzki, Michael (August, 2004)
Going Public Can Play Role in Outcome of Negotiations Latz, Marty (August, 2004)
July, 2004
The Impact of Gender on Bargaining Interactions Craver, Charles B. (July, 2004)
Persuasion: How to Get a 'Yes' Smallwood, Beverly (July, 2004)
Setting the Climate for Non-Confrontational Negotiation Dawson, Roger (July, 2004)
Review of: Beyond Winning: Negotiating to Create Value in Deals and Disputes By Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello (Cambridge, MA: The Belknap Press of Harvard University, 2004) Baker, John D. (July, 2004)
Ask the Negotiator: Getting Beyond Price Negotiation Baker, John D. (July, 2004)
June, 2004
Credibility: 5 Ways To Make People Believe You Dawson, Roger (June, 2004)
Sales Ethics: Oxymoron or Opportunity Bucaro, Frank (June, 2004)
Painting Pictures Improves Negotiation Effectiveness Latz, Marty (June, 2004)
Review of: The Skilled Negotiator: Mastering the Language of Engagement (San Francisco: Jossey-Bass, 2004) Baker, John D. (June, 2004)
Ask The Negotiator: The Critical Importance of Negotiation Location Baker, John D. (June, 2004)
May, 2004
The Negotiation Process Craver, Charles B. (May, 2004)
Influencing for Results Ionescu, Radu (May, 2004)
Review of: Gain the Edge! Negotiating To Get What You Want By Martin E. Latz (New York: St, Martin's Press, 2004) Baker, John D. (May, 2004)
Ask the Negotiator: "Doctor, Lawyer ... Hostage Negotiator" Rustenburg, Kip (May, 2004)
April, 2004
Salary Negotiation Coburn, Calum (April, 2004)
Authority Limits Schatzki, Michael (April, 2004)
Sixteen Commonsense Listening Tips Alessandra, Tony (April, 2004)
Review of: What's Fair: Ethics for Negotiators By Carrie Menkel-Meadow and Michael Wheeler (San Francisco, California: Jossey-Bass, 2004) Baker, John D. (April, 2004)
Ask The Negotiator: The Critical Importance of Negotiation Planning Baker, John D. (April, 2004)
March, 2004
Impact of Negotiator Styles on Bargaining Interactions Craver, Charles B. (March, 2004)
How to Succeed When Working With Tactical Negotiators Wachtel, David (March, 2004)
Learn To Play The Reluctant Buyer When You're Purchasing Dawson, Roger (March, 2004)
Review of: Negotiation Analysis: The Science and Art of Collaborative Decision Making By Howard Raiffa with John Richardson and David Metcalf (Cambridge, MA: The Belknap Press of Harvard University Press, 2002) Baker, John D. (March, 2004)
Ask The Negotiator - What Kind Of Opportunities Exist For Experienced Labor Negotiators? Shea, Mary Ellen (March, 2004)
February, 2004
Understanding and Using Negotiation Approaches Cummins, Tim (February, 2004)
Unfolding The Road Map In The Middle East Wanis-St.John, Anthony (February, 2004)
Negotiating Skills Give Both Players Part of the Win Latz, Marty (February, 2004)
Review of: The Only Negotiating Guide You'll Ever Need: 101 Ways To Win Every Time in Any Situation By Peter B. Stark and Jane Flaherty (New York: Broadway Books, 2003) Baker, John D. (February, 2004)
Ask The Negotiator -- Everything is Negotiable Baker, John D. (February, 2004)
January, 2004
Know Thine Enemy Halpern, Richard G. (January, 2004)
The People Puzzle Alessandra, Tony (January, 2004)
Women Experience Greater Gender-bias in Negotiations Latz, Marty (January, 2004)
Review of: Negotiate This! by Caring, But Not T-H-A-T Much By Herb Cohen (New York, Warner Books, 2003) Baker, John D. (January, 2004)
Ask The Negotiator: Owner Strategies for Opening Property Sale Negotiations with Tenants. Cohen, Steven P. (January, 2004)
Ethical Negotiations: 10 Tips to Ensure Win-Win Outcomes Flaherty, Jane ; Stark, Peter B. (December, 2003)
Three Fundamental Reasons Negotiators Fail Chevalier, Derrick (December, 2003)
Good Negotiating: Step Into Your Counterpart's Shoes Latz, Marty (December, 2003)
Review of: Dispute Resolution: Negotiation, Mediation, and Other Processes, Fourth Edition By Steven B. Goldberg, Frank E.A. Sander, Nancy H. Rogers and Sarah Rudolph Cole (New York, Aspen Publishers, 2003) Baker, John D. (December, 2003)
Ask The Negotiator: Internal Negotations: Strategies for Negotiating With Difficult People Morse, Richard (December, 2003)
November, 2003
How to Get More at the Bargaining Table? Learn to Flinch at Proposals Dawson, Roger (November, 2003)
Focus on "Why" Rather Than "What" for Successful Negotiations Wachtel, David (November, 2003)
Review of: On-Scene Guide for Crisis Negotiators, Second Edition By Frederick J. Lanceley (Boca Raton, FL: CRC Press, 2003) Baker, John D. (November, 2003)
Ask The Negotiator: Sales Force Training in Negotiations -- Key Skill Components Baker, John D. (November, 2003)
Does Turf Matter? Negotiating Place Can Impact Deal Latz, Marty (November, 2003)
October, 2003
Negotiation Blunders: Allowing Yourself to be Double-bracketed Halpern, Richard G. (October, 2003)
Negotiate Like "The Gambler" To Win Di Frances, John (October, 2003)
Do Unto Others: Respecting Your Counterpart's Negotiating Style Flaherty, Jane ; Stark, Peter B. (October, 2003)
Review of: Women Don't Ask: Negotiation and the Gender Divide, By Linda Babcock and Sara Lachever (New Jersey: Princeton University Press, 2003) Baker, John D. (October, 2003)
Ask The Negotiator: Is This A Perfect Balance -- Or Is There Such A Thing? Cohen, Steven P. (October, 2003)
September, 2003
Because It's Mine, That's Why Cohen, Steven P. (September, 2003)
Price Negotiations Are Dead. Long Live Price Negotiations Schatzki, Michael (September, 2003)
Review of: Bargaining for Advantage: Negotiation Strategies for Reasonable People By G. Richard Shell (New York: Penguin Books, 2000) Baker, John D. (September, 2003)
Ask The Negotiator: In-House Negotiations Training ... Books and More Baker, John D. (September, 2003)
August, 2003
The JD Handicap: Logic Over Training in Settlement Negotiations Halpern, Richard G. (August, 2003)
How to Build and Foster Client Relationships in Times of Conflict and Mistrust Peel, Keith (August, 2003)
The Stairs of Customer Loyalty Alessandra, Tony (August, 2003)
Review of: On the Manner of Negotiating with Princes, By Francois de Callières (New York: Houghton Mifflin, 2000) Baker, John D. (August, 2003)
Ask The Negotiator - United Nations Conflict Negotiator ... Career Considerations Wanis-St.John, Anthony (August, 2003)
July, 2003
Improve the Skills of your Negotiators and Improve your Bottom Line Wachtel, David (July, 2003)
The Power of Active Listening Brooks, Bill (July, 2003)
Ask For More Than You Expect To Get Dawson, Roger (July, 2003)
Review of: The Global Negotiator By Jeswald W. Salacuse (New York: Palmgrave MacMillan, 2003) Baker, John D. (July, 2003)
Ask The Negotiator: Third Party Negotiator ... Criteria Baker, John D. (July, 2003)
June, 2003
How Time Pressure Affects The Outcome Of A Negotiation Dawson, Roger (June, 2003)
Renegotiating: A Critical Strategy in These Tough Economic Times Freeman, Marc (June, 2003)
What Do You Do? Bucaro, Frank (June, 2003)
Ask The Negotiator: Online Master's Degree Negotiations Training Cohen, Steven P. (June, 2003)
Review of: Emerging Systems for Managing Workplace Conflict By David B. Lipsky, Ronald L. Seeber and Richard D. Fincher (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (June, 2003)
May, 2003
Three Models for Implementing Change in 21st Century Schools Barker, Charles ; Smith, C. Mark ; Tyler-Wood, Irma (May, 2003)
Listening Attentively Alessandra, Tony (May, 2003)
Gender Benders Booher, Dianna (May, 2003)
Review of: The Intelligent Negotiator By Charles Craver (Roseville, CA: Prima Publishing, 2002) Baker, John D. (May, 2003)
Ask the Negotiator: Face to Face Negotiations -- Essential Major Account Expenses? Baker, John D. (May, 2003)
April, 2003
A New ICON for Negotiation Advice Wanis-St.John, Anthony; Lum, Grande (April, 2003)
Maximizing Your Adaptability Alessandra, Tony (April, 2003)
What To Watch For When the Talking is Over and It's Time to Get the Deal in Writing Dawson, Roger (April, 2003)
Review of: Everyday Negotiation: Navigating the Hidden Agendas in Bargaining By Deborah M. Kolb, Ph.D. and Judith Williams, Ph.D. (San Francisco, CA: Jossey-Bass, 2003) Baker, John D. (April, 2003)
Ask The Negotiator: Career Change... Three Steps in Preparing for Salary Negotiations Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April, 2003)
March, 2003
From Conflict To Resolution: When To Negotiate The Litigated Case Krivis, Jeffrey (March, 2003)
Ten Tips for Successful Negotiating Brodow, Ed (March, 2003)
Collaborative Selling Alessandra, Tony (March, 2003)
Review of: Expand The Pie: How To Create More Value In Any Negotiation By Grande Lum, Irma Tyler-Wood and Anthony Wanis-St. John (Seattle, WA: Castle Pacific Publishing Company, 2003) Baker, John D. (March, 2003)
Ask The Negotiator: The Negotiator's Critical Role as Chief of Logistics Baker, John D. (March, 2003)
January, 2003
Power, Gender and Negotiation Wanis-St.John, Anthony (January, 2003)
Don't Pay List: Negotiating the Best Deal for Your Money Brodow, Ed (January, 2003)
How Do You Spell Success - E-T-H-I-C-S Bucaro, Frank (January, 2003)
Review of: Negotiating at an Uneven Table By Phyllis Beck Kritek (San Francisco, CA: Jossey-Bas, 2002) Baker, John D. (January, 2003)
Ask the Negotiator: Preparing to Handle Dirty Tricks Baker, John D. (January, 2003)
Negotiating Salaries: Survey Results Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)
Why Don't People Get Paid What They're Worth? Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (January, 2003)
The Value of a Service Goes Down Quickly Dawson, Roger (January, 2003)
Review of: Negotiations Without a Loser By Iwar Unt (Copenhagen: Copenhagen Business School Press, 1999) Baker, John D. (January, 2003)
Ask the Negotiator: Small vs. Large Business: Equalizing the Negotiations Playing Field Baker, John D. (January, 2003)
Hot Tips on Negotiating in a Hostage Situation Johnson, Dr. Curtis M. (December, 2002)
When Your Prospect Says Your Price Is Too High Brooks, Bill (December, 2002)
Basic Principles Make You a Smarter Negotiator Dawson, Roger (December, 2002)
Know Your Opening Lines Kuhlmann, Sandra Muse (December, 2002)
Review of: Start With No By Jim Camp (New York: Crown Business, 2002) Baker, John D. (December, 2002)
November, 2002
The Strategic Convergence of Negotiation and Sales Ayers, Andy ; Lum, Grande ; Wanis-St.John, Anthony (November, 2002)
The Forgotten Art of Listening Brodow, Ed (November, 2002)
Why It's A Mistake To Offer To Split the Difference Dawson, Roger (November, 2002)
Review of: Negotiating Skills for Managers By Steven P. Cohen (New York: McGraw-Hill, 2002) Baker, John D. (November, 2002)
October, 2002
Review of: Doing Business Internationally: The Guide to Cross Cultural Success By Danielle Medina Walker, Thomas Walker and Joerg Schmitz (New York: McGraw-Hill, 2003) Baker, John D. (October, 2002)
Adversaries to Allies: Lessons from the San Diego Schools Contract Negotiations Christie, Monica ; Lum, Grande (October, 2002)
Negotiation as a Paradigm for Business: Ethical Negotiations Lead to Ethical Business Cohen, Steven P. (October, 2002)
September, 2002
Review of: Game, Set Match: Winning the Negotiations Game By Henry S. Kramer (New York: ALM Publishing, 2001) Baker, John D. (September, 2002)
When Negotiations Stall, Position the Other Side For Easy Acceptance Dawson, Roger (September, 2002)
Internal Negotiations: Supporting the External Deal Morse, Richard (September, 2002)
August, 2002
Labor Negotiations Shea, Mary Ellen (August, 2002)
How To Get The Salary You Want: Twelve Negotiation Tactics that Work Brodow, Ed (August, 2002)
July, 2002
Unethical Negotiating Gambits and How To Protect Yourself Against Them Dawson, Roger (July, 2002)
Good Guy / Bad Guy Dawson, Roger (July, 2002)
June, 2002
Power Negotiators Understand The Importance Of Gathering Information Dawson, Roger (June, 2002)
Crisis Negotiating: Texas Association of Hostage Negotiators Sherman, Bob (June, 2002)
April/May, 2002
Managing The Shadow Negotiation Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April/May, 2002)
Electronic Negotiation Support - a Look Behind the Curtain Ferguson, David (April/May, 2002)
Being Your Own Advocate Frohlinger, Carol ; Kolb, Deborah M. ; Williams, Judith (April/May, 2002)