The Negotiator Magazine

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Ask the Negotiator

John Baker

Ask the Negotiator is designed to afford our readers with the opportunity to ask questions about any aspect of negotiations and provide them with answers from experienced negotiators in future editions of the magazine. Please direct your questions to John Baker at [email protected] We will only publish your first name or the nom de plume you suggest along with your country when your question is published. Your question will be answered either by John Baker or by a member of The Negotiator Magazine’s growing list of outside negotiation resources.

John Baker has well over thirty years of active negotiating experience in educational, (USA) Fortune 100 corporations and small business companies. He has negotiated collective bargaining agreements both for unions and for management. Dr. Baker’s experience includes agreements across a broad range of negotiation areas, including marketing alliances, purchase and sales contracts, acquisitions, joint ventures, non-profit and government services agreements and even the peaceful conclusion of student protest sit-ins on more than one occasion. He holds a Ph.D. from Case Western Reserve University (USA) and welcomes the opportunity to speak on the field or assist you on negotiation issues.

And now, this month’s letter …

“A little tweak here and a little tuck there ….”

Dear Negotiator:

I would suggest that some attention be paid in your magazine and others to the downside of negotiation training. Our newly negotiation trained sales force has become specialists in selling customers custom solutions for our software products that my people in software support and development are to create. We have no miracles and are constantly blind sided by the latest signed deal with short-term delivery cycles. I would be interested in your comments about the wonders of negotiating sales pros and real costs to the business.

Sign me,

Steamed, U.S.A.

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March 2005