http://ezinearticles.com/?cat=Business:Negotiation EzineArticles.com - Trusted By Millions as The Source For Quality Original Articles http://creativecommons.org/licenses/by-nc-nd/2.0/ Master the Art of Negotiation in business and life. There are seven powerful principles of Mastering the Art of Negotiation. Wed, 07 May 2008 08:32:01 -0500 http://ezinearticles.com/?The-7-Principles-of-Mastering-the-Art-of-Negotiation&id=1152578 http://ezinearticles.com/?The-7-Principles-of-Mastering-the-Art-of-Negotiation&id=1152578 Business deals are basically agreements between the various parties that indulge in commercial activities with each other. The business deals contain the various details of the transactions between the parties that are executing the business. There are several types of business deals - the most common type of business deal is the merger and acquisition. Tue, 06 May 2008 15:35:59 -0500 http://ezinearticles.com/?Importance-of-Business-Deal&id=1150526 http://ezinearticles.com/?Importance-of-Business-Deal&id=1150526 Timing is a critical component of negotiation. Time is a motivational factor for negotiators as well as a variable regarding how well interests will be met. The most common form of time management in regards to final bargaining and settlement is the deadline. Mon, 05 May 2008 10:12:07 -0500 http://ezinearticles.com/?The-Role-of-Deadlines-in-Negotiations&id=1135251 http://ezinearticles.com/?The-Role-of-Deadlines-in-Negotiations&id=1135251 When you negotiate, who are you? To be more exact, what image do you project? How do others in the negotiation perceive you? There are times when you have to change your character, your mindset, and your personality when negotiating, in order to create the environment that leads to the successful outcome of the negotiation. There will be times when you'll have to be stern and there will be times when you'll have to be soft, but always try to genuinely be nice. Fri, 02 May 2008 09:33:47 -0500 http://ezinearticles.com/?Project-The-Right-Image-To-Negotiate-Successfully&id=1143212 http://ezinearticles.com/?Project-The-Right-Image-To-Negotiate-Successfully&id=1143212 Negotiation in business is a critical aspect to getting more accomplished and generating more valuable sales. Negotiation is founded upon principles but it could be argued that it is more art than science. The best negotiators are often brilliant strategists and gifted technicians but their perhaps most unsung trait is the mastery of the true art of negotiation. Thu, 01 May 2008 16:41:20 -0500 http://ezinearticles.com/?Negotiation-Mastery-Knowing-When-to-Say-When&id=1141947 http://ezinearticles.com/?Negotiation-Mastery-Knowing-When-to-Say-When&id=1141947 Effective communication skills are crucial to negotiation success. You must be able to convince people that your position is reasonable, and do so against adversaries who are convincing in their own right. Additionally, you must be able to control your emotions under pressure, absorb and decipher the opposition's arguments, know when to talk, and sometimes most importantly know when to listen. Thu, 01 May 2008 10:35:17 -0500 http://ezinearticles.com/?Listen-Up&id=1135256 http://ezinearticles.com/?Listen-Up&id=1135256 Timing is a critical component of negotiation. Time is a motivational factor for negotiators as well as a variable regarding how well interests will be met. The most common form of time management in regards to final bargaining and settlement is the deadline. Thu, 01 May 2008 10:32:26 -0500 http://ezinearticles.com/?Deadlines&id=1135251 http://ezinearticles.com/?Deadlines&id=1135251 The decisions we make in negotiations are made in the face of uncertainty. It is a reality of the negotiation process. Whether your negotiation strategy is shrewd or naïve depends on the other party to the negotiation. The choices you make can have different results depending on who you are negotiating with and your ability to anticipate. Thu, 01 May 2008 10:29:34 -0500 http://ezinearticles.com/?The-Face-Of-Uncertainty&id=1135247 http://ezinearticles.com/?The-Face-Of-Uncertainty&id=1135247 All negotiations must start somewhere, but who should go first? Many advocate that it is better to wait for your opponent to make the first offer in negotiations. It does not matter if you are bidding on a business, seeking agreement regarding compensation, or bargaining over the clunker above, someone has to make the first offer. If both parties attempt to adhere to the common wisdom of waiting for their opponent to go first, the negotiations may not get vary far. Thu, 01 May 2008 10:28:45 -0500 http://ezinearticles.com/?Who-Goes-First?&id=1135246 http://ezinearticles.com/?Who-Goes-First?&id=1135246 Negotiation is part of the fabric of everyone's life. In the fields of negotiation and mediation, one small book has had a tremendous impact. Published in 1981, Roger Fisher and William Ury's book, Getting to Yes, introduced the concept of "principled" or "interest-based" bargaining. Thu, 01 May 2008 10:26:57 -0500 http://ezinearticles.com/?Getting-To-Yes&id=1135241 http://ezinearticles.com/?Getting-To-Yes&id=1135241 What are the traits of an effective negotiator? Do attorneys, politicians, realtors, car salesmen, or other professions automatically make a person a good negotiator? Not necessarily. Do certain professions receive specific negotiation training? Not always. The truth is you will find negotiators in all shapes and sizes. Negotiators will use different strategies, tactics, and traits to successfully negotiate various conflicts, deals, purchases, and anything else negotiable. There is no one size fits all. In fact, you may find successful negotiators that abhor other successful negotiators' practices. While both may be successful, they may use completely different styles, strategies, and tactics to get the job done. Thu, 01 May 2008 10:23:17 -0500 http://ezinearticles.com/?What-Makes-A-Good-Negotiator?&id=1135233 http://ezinearticles.com/?What-Makes-A-Good-Negotiator?&id=1135233 Power is a major factor in negotiations. Whoever has more power can control many aspects of a bargaining session. Many people are intimidated by those with more power and they fear to negotiate with them. You do not have to retrench if you do not have total power over a negotiation. In fact, you should know that usually neither side has total power in a negotiation. Analyze the situation to see how you can get what you want out of a negotiation. Wed, 30 Apr 2008 10:23:44 -0500 http://ezinearticles.com/?In-Negotiations-Usually-One-Side-Does-Not-Have-All-Power&id=1133271 http://ezinearticles.com/?In-Negotiations-Usually-One-Side-Does-Not-Have-All-Power&id=1133271 Skillfully asking questions is on e of the most important abilities a negotiator has. This is because negotiators must learn to work with their counter-party, not just make demands. But what is it truly the counter-party wants. Most skilled negotiators know the other side will not usually say in full what it is they want. If the negotiator asks questions effectively both sides benefit. The negotiator can learn what depth of understanding the counter-party has and what commitment to the negotiation. Additionally, you can move the bargaining in your directions by asking questions. Wed, 30 Apr 2008 10:23:24 -0500 http://ezinearticles.com/?When-Negotiating,-Ask-Questions-To-Help-Uncover-Goals&id=1133254 http://ezinearticles.com/?When-Negotiating,-Ask-Questions-To-Help-Uncover-Goals&id=1133254 The process of negotiations begins before you sit down to the table to talk with your counter-party. You should plan what you want in the negotiation. You should figure out the most you realistically can ask for and the lowest you want. Also, you need to determine what you will do if the offer you get is lower that what you want, but too good to be turned down. Next you need to try to think what your counter-party is going to want. . Tue, 29 Apr 2008 15:34:42 -0500 http://ezinearticles.com/?Prepare-to-Negotiate-Set-Clear-Goals&id=1131035 http://ezinearticles.com/?Prepare-to-Negotiate-Set-Clear-Goals&id=1131035 Negotiations sometimes reach an impasse and neither party is willing to concede the points that the counter-party determines is essential for their side. You don't have to give up. You can continue with very disciplined questions. Tue, 29 Apr 2008 15:33:42 -0500 http://ezinearticles.com/?When-Negotiations-Are-Deadlocked-Ask-Open-Ended-Questions&id=1131012 http://ezinearticles.com/?When-Negotiations-Are-Deadlocked-Ask-Open-Ended-Questions&id=1131012 A negotiation is determined by the power factors controlling it. One such factor is the position occupied by the negotiators; however, position does not only mean the corporate title each party wears. You can learn to negotiate with power and get what you want even if you are not the company chief executive. Tue, 29 Apr 2008 15:32:43 -0500 http://ezinearticles.com/?In-Negotiation-Power-is-Attained-By-The-Position-You-Occupy&id=1131003 http://ezinearticles.com/?In-Negotiation-Power-is-Attained-By-The-Position-You-Occupy&id=1131003 Negotiation is an extremely important skill to have and becoming a Ninja negotiator can give you all that you want in life and more. The most attractive partner, the best job, the most lucrative business deals and much more. You do not have to be good looking to attract a beautiful partner. You do not have to be rich to get the choicest opportunities. What you need is simply a few skills. Sun, 27 Apr 2008 14:57:51 -0500 http://ezinearticles.com/?Becoming-A-Ninja-Negotiator-Buying-The-World-For-A-Buck&id=1130717 http://ezinearticles.com/?Becoming-A-Ninja-Negotiator-Buying-The-World-For-A-Buck&id=1130717 As entrepreneurs, we all want to be able to do more business and do so more consistently. A big part of the evolution from novice businessperson to becoming an expert has to do with how well you negotiate. Negotiation is a big part of the entire process of being in business and many businesspeople find themselves intimidated by the negotiation process. Plainly stated, they worry too much about saying the right thing at the right time. Sound familiar? Fri, 25 Apr 2008 15:52:06 -0500 http://ezinearticles.com/?Master-the-Art-of-Business-Negotiations-by-Following-the-Three-Ps-of-Negotiating&id=1124112 http://ezinearticles.com/?Master-the-Art-of-Business-Negotiations-by-Following-the-Three-Ps-of-Negotiating&id=1124112 Reading body language when you negotiate can be very insightful and very beneficial. It gives the negotiator that can interpret the thoughts and gestures of his negotiation opponent an additional advantage. Once you're able to read body language, with a high degree of accuracy, you'll be on your way to achieving more favorable negotiation outcomes. Fri, 25 Apr 2008 09:40:45 -0500 http://ezinearticles.com/?Read-Body-Language-to-Negotiate-Successfully&id=1127766 http://ezinearticles.com/?Read-Body-Language-to-Negotiate-Successfully&id=1127766 In a business environment, when men negotiate with women, sometimes the proposition can get dicey. In my writings, speeches and presentations on negotiation, I've always indicated that all things being equal, women are better negotiators than men. Fri, 25 Apr 2008 09:40:21 -0500 http://ezinearticles.com/?Negotiating-Successfully-With-Women-Can-Be-Tricky&id=1127756 http://ezinearticles.com/?Negotiating-Successfully-With-Women-Can-Be-Tricky&id=1127756 It is extremely important to formulate a strategy before starting any negotiation. You should also decide on the best price you can offer a particular product and try to negotiate for a price below this. Negotiation requires a lot of practice and experience. Some people are masters in the art of negotiation. Mon, 21 Apr 2008 12:58:48 -0500 http://ezinearticles.com/?Business-Negotiation-Skills-Purchase&id=1106404 http://ezinearticles.com/?Business-Negotiation-Skills-Purchase&id=1106404 How a person responds to a concession can be affected by the concession itself. For example, if one party makes a large concession, instead of being satisfied, the other party often reacts by making greater demands. Fri, 18 Apr 2008 13:49:16 -0500 http://ezinearticles.com/?Managing-Concessions&id=1112551 http://ezinearticles.com/?Managing-Concessions&id=1112551 You did everything right, yet you find yourself at a negotiating impasse with the other party. What do you do? Tue, 15 Apr 2008 15:46:53 -0500 http://ezinearticles.com/?Breaking-An-Impasse&id=1087438 http://ezinearticles.com/?Breaking-An-Impasse&id=1087438 Understand why entering into international negotiations with the right mindset is almost as important as being thoroughly prepared. Sales people new to international negotiations often have the wrong definition for the right international mindset needed and experienced sales people should take the time to step back and look at how they are presently working. Tue, 08 Apr 2008 14:32:15 -0500 http://ezinearticles.com/?The-Right-Mindset-For-International-Negotiations&id=1096417 http://ezinearticles.com/?The-Right-Mindset-For-International-Negotiations&id=1096417 How the Mediator Can Reframe the Other Party's Position. The parties are often upset when they are taking to the mediator alone in caucus. One side might be angry, distraught, and accusatory and say things that would solicit a negative response if unedited. To relay the party's position, the Mediator often needs to change the tone so that the response can keep the mediation going. Here are some examples of toning down the language. Tue, 08 Apr 2008 09:18:34 -0500 http://ezinearticles.com/?How-To-Talk-Like-A-Mediator-Part-3&id=1094237 http://ezinearticles.com/?How-To-Talk-Like-A-Mediator-Part-3&id=1094237 When you negotiate, do you observe meanings conveyed through touching? I remember the words to a song from years ago that went, 'the touch of your hand makes me understand that I'm your woman and you're my man'. All of that was conveyed in just a touch. Tue, 08 Apr 2008 09:10:24 -0500 http://ezinearticles.com/?Negotiate-Successfully-Through-Touching&id=1095319 http://ezinearticles.com/?Negotiate-Successfully-Through-Touching&id=1095319 Can't we all just get along? Sometimes not ... When you negotiate, how do you deal with someone that's angry or bitter? Better yet, how do people negotiate with you when you're angry? Tue, 08 Apr 2008 09:10:02 -0500 http://ezinearticles.com/?Negotiating-Through-Strength-While-not-Displaying-Anger&id=1095303 http://ezinearticles.com/?Negotiating-Through-Strength-While-not-Displaying-Anger&id=1095303 If you start looking for advice on international sales negotiations, you may end up getting more than you need. And you might not know which advice to follow. There are people who call themselves multicultural or attribute themselves with an international expertise, without having the necessary experience to give you advice on cross cultural negotiations. Mon, 07 Apr 2008 16:20:02 -0500 http://ezinearticles.com/?The-Most-Important-Tip-For-International-Sales-Negotiations&id=1094719 http://ezinearticles.com/?The-Most-Important-Tip-For-International-Sales-Negotiations&id=1094719 Negotiating a business deal doesn't have to be difficult. While not everyone has years of experience in negotiation or is blessed with natural negotiation skills, every business at one point or another will be involved in negotiations. This article takes a look at some basic strategies you can employ when entering a negotiated setting. Mon, 07 Apr 2008 13:31:03 -0500 http://ezinearticles.com/?Negotiate-a-Business-Deal-A-Primer-for-Small-Business&id=1085563 http://ezinearticles.com/?Negotiate-a-Business-Deal-A-Primer-for-Small-Business&id=1085563 One of the hardest jobs of a mediator is to give a good response to the parties' concerns. After mediating thousands of cases, I have heard a lot of questions and concerns from the parties. The mediator has to give a response that informs without alienating one or both parties. Here are some responses that a mediator can make when the party comments about the other party. They are not the only response but what I consider a good response. Mon, 07 Apr 2008 13:22:41 -0500 http://ezinearticles.com/?How-To-Talk-Like-a-Mediator,-Part-B&id=1091653 http://ezinearticles.com/?How-To-Talk-Like-a-Mediator,-Part-B&id=1091653 One of the hardest jobs of a mediator is to give a good response to the parties' concerns. After mediating thousands of cases, I have heard a lot of questions and concerns from the parties. The mediator has to give a response that informs without alienating one or both parties. Here are some responses that a mediator can make. They are not the only response but what I consider a good response. Mon, 07 Apr 2008 13:22:07 -0500 http://ezinearticles.com/?How-To-Talk-Like-A-Mediator&id=1091649 http://ezinearticles.com/?How-To-Talk-Like-A-Mediator&id=1091649 Have you ever considered the power of persuasion and how so many people can get others to do something, make a deal, buy something or support a cause? It is truly amazing to watch how fast such people can climb in their professional careers and endeavors. In fact, it is so interesting that the other day, I read a very interesting book that I would like to take this opportunity to recommend to you: Mon, 31 Mar 2008 09:36:45 -0500 http://ezinearticles.com/?Nearly-All-the-Billionaire-on-the-Forbes-List-Had-Experience-in-Negotiation,-Sales-or-Deal-Making&id=1074118 http://ezinearticles.com/?Nearly-All-the-Billionaire-on-the-Forbes-List-Had-Experience-in-Negotiation,-Sales-or-Deal-Making&id=1074118 When you negotiate, to what degree do you think the words you use and your body language impact the perception that occurs during the negotiation? Recently a pastor made what some people perceived to be very incendiary comments about the United States. Some considered his words to be ludicrous; it sent them reeling, while others embraced them with praise. Tue, 25 Mar 2008 15:17:28 -0500 http://ezinearticles.com/?Use-Perception-to-Negotiate-Successfully&id=1067648 http://ezinearticles.com/?Use-Perception-to-Negotiate-Successfully&id=1067648 This negotiation lesson is not about watching someone's body language, or how you should listen to the unspoken word. Instead it's about long term negotiation positioning. The kind of positioning that can help you when you find yourself negotiating in and during controversial or explosive situations. Tue, 25 Mar 2008 15:17:13 -0500 http://ezinearticles.com/?How-To-Negotiate-In-Controversial-And-Explosive-Situations&id=1067640 http://ezinearticles.com/?How-To-Negotiate-In-Controversial-And-Explosive-Situations&id=1067640 Personnel may be required to use their negotiation skills on different levels with people, internally regarding the sharing of scarce resources or even in their personal capacity in acquiring a vehicle or house. Negotiation even takes place as a requirement for leadership and within relationships. Mon, 17 Mar 2008 15:58:31 -0500 http://ezinearticles.com/?Anatomy-of-Negotiation&id=1043734 http://ezinearticles.com/?Anatomy-of-Negotiation&id=1043734 The more you curb your natural desire to talk and expound what you know and think, and ask questions, the more you will be informed of how another person thinks and is responding to a situation. Expansive or open-ended questions are used to gather information, exposing current behaviour and emotional condition, and desired end result. Mon, 17 Mar 2008 15:23:50 -0500 http://ezinearticles.com/?Questioning-in-Negotiation-Expansive-Questioning&id=1048890 http://ezinearticles.com/?Questioning-in-Negotiation-Expansive-Questioning&id=1048890 Asking questions, in whatever area of human interaction you are commuting, will always mean that you will find out more than if you give your opinion, and then wait for the other person/s to respond. Negotiation activities are no different. On the contrary, negotiation scenarios are often very sensitive and for that reason, it is even more important to use the techniques of question-asking. In the first instance, questioning shows that you are interested in your counterpart's point of view. Mon, 17 Mar 2008 10:25:50 -0500 http://ezinearticles.com/?Questioning-in-Negotiation-Restrictive-Questions&id=1047322 http://ezinearticles.com/?Questioning-in-Negotiation-Restrictive-Questions&id=1047322 One cold wintry night, a business associate pulled into a gas station to fill his Mercedes with gas. While waiting, an average dressed man approached his vehicle; the man had a small gas can in his hand. The man very politely told my associate he and his mother were driving to a location close by and they ran out of gas. Thu, 13 Mar 2008 13:17:40 -0500 http://ezinearticles.com/?When-You-Negotiate-Match-Your-Message-And-Body-Language&id=1044347 http://ezinearticles.com/?When-You-Negotiate-Match-Your-Message-And-Body-Language&id=1044347 Pareto's Law of the 80/20 Principle has many applications, and negotiation is no exception. Twenty percent of what you do produces 80 percent of the results. Conversely, 80 percent of what you do produces 20 percent of the results. In negotiation, this means that 80 percent of your results are generally agreed upon in the last 20 percent of your time. The outcome of the negotiation will largely rest upon the solid 80 percent research foundation that has been set, as to how much has had to be conceded of the original plan. Thu, 13 Mar 2008 10:02:42 -0500 http://ezinearticles.com/?The-Value-of-Time-in-Negotiation&id=1042432 http://ezinearticles.com/?The-Value-of-Time-in-Negotiation&id=1042432 How you try to gain favor through effective negotiation can make or break your credibility and integrity as an individual. Here are some of the most useful negotiation tactics. Mon, 10 Mar 2008 13:27:19 -0500 http://ezinearticles.com/?Negotiation-Tactics-How-To-Get-What-You-Want&id=1033229 http://ezinearticles.com/?Negotiation-Tactics-How-To-Get-What-You-Want&id=1033229 It helps to periodically remind ourselves how settlement ranges are really determined. For the purposes of this example please let me use the terms "Buyer" and "Seller." However, the following example applies equally well to say, an IT manager negotiating with a manufacturing line manager, or one divisional manager negotiating with another divisional manager. Thu, 06 Mar 2008 17:00:11 -0600 http://ezinearticles.com/?What-We-Agree-Upon-Settlement-Ranges&id=1025163 http://ezinearticles.com/?What-We-Agree-Upon-Settlement-Ranges&id=1025163 What happens when you don't have bona fide negotiation experience and you have a big opportunity to get a large contract, turn something into a 'big' deal, or take advantage of a situation that could prove to be very positive? What happens when these opportunities are complicated, because the individual or source possesses greater negotiation skills than you? Thu, 06 Mar 2008 14:53:03 -0600 http://ezinearticles.com/?How-To-Negotiate-And-Win-Against-Stronger-Opponents&id=1029996 http://ezinearticles.com/?How-To-Negotiate-And-Win-Against-Stronger-Opponents&id=1029996 Your behaviours develop from habits which you take on and internalize. These habits are formed from observation, imitation and repetition, that is, through modeling what you thought would benefit you at the time. They begin as offhanded remarks, ideas and images perceived from your individual model of the world, that is your subjective perceived reality. First you make your habits, and then your habits make you. They are easy to get into, but difficult to get out of. Many of your nonverbal communication behaviours are learned as habits. Thu, 06 Mar 2008 14:36:51 -0600 http://ezinearticles.com/?Body-Language-In-Negotiation&id=1018785 http://ezinearticles.com/?Body-Language-In-Negotiation&id=1018785 Trust is one of the most important values whether in the intra-personal context of trusting yourself, or in the inter-personal context of trusting other people. Once trust has been broken, a relationship has difficulty resuming at its previous level, if at all. Trustworthiness is now a deciding factor as to whether a person will make it with an internet business or not. Everything a person does and says on the internet is recoded for posterity and can be communicated in an instant to millions of people by the different social networks and search engines. Thu, 06 Mar 2008 14:36:24 -0600 http://ezinearticles.com/?Can-I-Trust-You?&id=1015641 http://ezinearticles.com/?Can-I-Trust-You?&id=1015641 Arbitration is a process where parties present their arguments in a hearing format to an arbitrator who writes the decision. By going to arbitration, they have given the decision-making power to the arbitrator, who acts as a judge. The arbitration hearing is much more informal than court. Arbitration can either be binding or nonbinding. Labor/management arbitration is binding, which means that the decision cannot be appealed or overturned unless the arbitrator showed bias, discrimination, or fraud in his decision. Mon, 03 Mar 2008 16:48:17 -0600 http://ezinearticles.com/?What-is-Arbitration?-What-Are-the-Differences-Between-Arbitration-and-Mediation?&id=1020550 http://ezinearticles.com/?What-is-Arbitration?-What-Are-the-Differences-Between-Arbitration-and-Mediation?&id=1020550 In mediation, the parties agree to work with a neutral third-party facilitator, the mediator, to resolve their dispute. The main difference between negotiations and mediation is that in negotiations, the parties work directly with each other, while in mediation the parties work with the mediator who facilitates the settlement. Mon, 03 Mar 2008 16:45:38 -0600 http://ezinearticles.com/?What-Is-Mediation?&id=1020538 http://ezinearticles.com/?What-Is-Mediation?&id=1020538 In tough economic times, you can still achieve successful outcomes when you negotiate, but you have to use slightly different tactics and increase your skills when it comes to reading body language. It's a given that people will try to maximize the use of their resources during a recession or other economically challenged times. If you can read and interpret body language (non verbal signals), you will have a better understanding of the gestures and other responses you receive while negotiating. Fri, 29 Feb 2008 16:06:04 -0600 http://ezinearticles.com/?Negotiate-And-Win-Using-Body-Language&id=1017961 http://ezinearticles.com/?Negotiate-And-Win-Using-Body-Language&id=1017961 The latest news on the SIRIUS/XM merger. It has been a year since the potability of a merger was announced and we are still waiting for the end result. Fri, 29 Feb 2008 13:36:33 -0600 http://ezinearticles.com/?Details-Behind-The-SIRIUS-XM-Merger&id=1017474 http://ezinearticles.com/?Details-Behind-The-SIRIUS-XM-Merger&id=1017474 Negotiation takes place when two people or more, with different views, come together to attempt to reach agreement on some issue. It is the mutual act of coordinating areas of interest. It may be a one-off event or part of an ongoing relationship. Negotiation is a form of communication, a persuasive and bargaining communication. Persuasive communication is getting what you want however, negotiation is about getting the best possible deal in the best possible way. This is where empathy comes in. Wed, 27 Feb 2008 11:16:41 -0600 http://ezinearticles.com/?Empathy-in-Negotiation&id=1011599 http://ezinearticles.com/?Empathy-in-Negotiation&id=1011599 If you are going to buy Tampa real estate you need to have strong negotiating skills in order to get the best deal possible. Outlined are 7 tips for negotiating a great deal. Tue, 26 Feb 2008 08:29:46 -0600 http://ezinearticles.com/?7-Winning-Tips-for-Negotiating-a-Great-Deal&id=1006071 http://ezinearticles.com/?7-Winning-Tips-for-Negotiating-a-Great-Deal&id=1006071 I have recently helped several clients negotiate better contracts for themselves. Not just better financially, but more aligned with professional goals they have and the types of work they actually enjoy doing. Negotiation is a steep learning curve for many, but vital to understand. Mon, 25 Feb 2008 16:27:12 -0600 http://ezinearticles.com/?Getting-To-Yes-Negotiating-With-Panache&id=999305 http://ezinearticles.com/?Getting-To-Yes-Negotiating-With-Panache&id=999305 When representing sellers, I always requested that offers be faxed rather than the buyers agent personally presenting the offer to my clients. I was one of the first agents in the country to take this approach nearly 15 years ago. Today it is commonplace. Fri, 22 Feb 2008 10:09:42 -0600 http://ezinearticles.com/?Advancing-or-Accepting-a-Buyers-Low-Offer&id=999857 http://ezinearticles.com/?Advancing-or-Accepting-a-Buyers-Low-Offer&id=999857 Do you think it's easier or more difficult to negotiate in tough economic times? Well, it depends. I've been asked by many people, if it's easier or more difficult to negotiate during a recession. The answer I've given is it depends on how well a person can read body language, and the overall negotiation skills they possess. Tue, 19 Feb 2008 15:56:30 -0600 http://ezinearticles.com/?Recession-Proof-Your-Negotiations&id=995679 http://ezinearticles.com/?Recession-Proof-Your-Negotiations&id=995679 When it comes to salary increases, have a fall-back position. Know that the employee may want more than you initially offer, and so you have to know whether the issue is flexible and the limits you're willing to accept. Fri, 15 Feb 2008 13:09:21 -0600 http://ezinearticles.com/?Keys-to-Negotiating-with-Employees&id=987770 http://ezinearticles.com/?Keys-to-Negotiating-with-Employees&id=987770 As a North American International Sales & Marketing professional in Europe for over 20 years I have a fair bit of negotiation experience between North Americans and Europeans. As I was often the most multilingual person in the office I was often called in desperation when my colleagues thought all communications had be permanently severed with their clients. There is one essential thing I picked up: if you are well prepared you will be able to navigate the cross-cultural negotiation challenges that inevitably pop up. Fri, 15 Feb 2008 08:50:37 -0600 http://ezinearticles.com/?International-Sales-Negotiation-Tips-For-American-Women&id=987640 http://ezinearticles.com/?International-Sales-Negotiation-Tips-For-American-Women&id=987640 If you're looking for an increase in salary and/or title, then you need to learn how to ask for a raise. But, what if you could get a raise without ever even having to ask for one? Here's how to justify your desired raise or promotion in two simple and tangible steps... Thu, 14 Feb 2008 13:31:45 -0600 http://ezinearticles.com/?How-to-Ask-for-a-Raise-Without-Asking&id=984783 http://ezinearticles.com/?How-to-Ask-for-a-Raise-Without-Asking&id=984783 Recently I found myself negotiating with a former NFL football player. When I gathered information about this individual (always gather background information on the individual(s) that will be participating in the negotiation), I thought it might be a difficult session. Turns out I was right. This player's career ended in the early 90's and his demeanor was one of I'm still 'Mr. Big'. He had a win-lose mentality, or at best, a mentality of scarcity. Wed, 13 Feb 2008 15:19:40 -0600 http://ezinearticles.com/?When-You-Negotiate,-What-Do-You-Focus-On?&id=984485 http://ezinearticles.com/?When-You-Negotiate,-What-Do-You-Focus-On?&id=984485 Negotiation tactics differ from country to country. Some cultures expect clients to negotiate over things that would be totally unacceptable in other countries. People simply have different approaches to when it comes to negotiation. Tue, 12 Feb 2008 09:50:08 -0600 http://ezinearticles.com/?8-Point-Strategy-For-Inter-Cultural-Negotiations-Multicultural-Client-Skills-For-Small-Business&id=981736 http://ezinearticles.com/?8-Point-Strategy-For-Inter-Cultural-Negotiations-Multicultural-Client-Skills-For-Small-Business&id=981736 When you talk business to win, a roundabout conversation will sometimes prove the shortest line to favorable decision. But always, the shortest line is that one which with only those necessary turns that avoid antagonism and friction, most directly reaches and satisfies your listener's inmost wishes - his underlying motives for action in the case. To touch a motive directly does not mean a bald statement - it may require the cleverest kind of diplomacy, with artificial hints, suggestions, appeals to the senses, testimonials, gestures, reminders. Mon, 11 Feb 2008 15:20:21 -0600 http://ezinearticles.com/?Finding-the-Shortest-Way-to-Agreement&id=977388 http://ezinearticles.com/?Finding-the-Shortest-Way-to-Agreement&id=977388 One way to overcome your discomfort in negotiating is to discover your BATNA. Using your 'best alternative to a negotiated agreement' you can identify the power and leverage that you can use to get what you want. Mon, 11 Feb 2008 13:17:13 -0600 http://ezinearticles.com/?Batna-Negotiating-Ith-Power-And-Leverage-How-Do-You-Negotiate-For-Fun-And-Profit?&id=843904 http://ezinearticles.com/?Batna-Negotiating-Ith-Power-And-Leverage-How-Do-You-Negotiate-For-Fun-And-Profit?&id=843904 Many negotiation gurus are so successful in their negotiations because of the key habits that they develop over a long period of time. I spent most of my week reading and researching into the key habits of great negotiators. Some of them have a few recurring key habits. Fri, 08 Feb 2008 13:05:45 -0600 http://ezinearticles.com/?4-Simple-Habits-to-Power-Up-Your-Negotiation&id=975150 http://ezinearticles.com/?4-Simple-Habits-to-Power-Up-Your-Negotiation&id=975150 Are you a savvy negotiator? If not, you may want to brush upon your bargaining skills before you attempt to sell your home. Here are some great negotiation tips for you to consider. Thu, 07 Feb 2008 14:50:57 -0600 http://ezinearticles.com/?Put-On-Your-Negotiation-Hat&id=970802 http://ezinearticles.com/?Put-On-Your-Negotiation-Hat&id=970802 Tough economic times require smart business owners solidify vendor relationships and possibly create new ones in order to survive. Read this article from one of the most respected business consultants on how to firm up existing vendor relationships and create new ones in order to get the highest possible profits. Thu, 07 Feb 2008 11:11:07 -0600 http://ezinearticles.com/?Establish-Solid-Vendor-Relationships-to-Weather-an-Economic-Storm&id=969416 http://ezinearticles.com/?Establish-Solid-Vendor-Relationships-to-Weather-an-Economic-Storm&id=969416 Here are actual Tollgate deals that you can use as a model so that you can grow and prosper. That being said here is first case study. Tue, 05 Feb 2008 14:22:16 -0600 http://ezinearticles.com/?Three-Tollgate-Deals-That-You-Can-Use-As-A-Model-For-Success-And-Prosperity&id=922311 http://ezinearticles.com/?Three-Tollgate-Deals-That-You-Can-Use-As-A-Model-For-Success-And-Prosperity&id=922311 Have you ever looked for something, did not see it in its usual place, and thus to you it was not there? Then, after a while, you went back to the same place you looked the first time and magically, the item appeared. What happened in that whole scenario? At the point you didn't see the 'thing' you were looking for, your mind had expectations of seeing, or perceiving a different outcome. Thus, that which wasn't reality, became reality to you (you saw the 'thing' the second, after not seeing it the first time. Tue, 05 Feb 2008 14:04:20 -0600 http://ezinearticles.com/?When-You-Negotiate-What-Are-Your-Expectations-Of-The-Outcome?&id=968500 http://ezinearticles.com/?When-You-Negotiate-What-Are-Your-Expectations-Of-The-Outcome?&id=968500 Negotiation is a fact of everyday work-life, yet negotiation often produces anxiety. Using Principled Negotiation can lessen this anxiety and produce good agreements. This article outlines the four principles of Fisher and Ury's Principled Negotiation. Tue, 05 Feb 2008 13:15:20 -0600 http://ezinearticles.com/?Conflict-Management-Using-Principled-Negotiation-to-Resolve-Workplace-Issues&id=960697 http://ezinearticles.com/?Conflict-Management-Using-Principled-Negotiation-to-Resolve-Workplace-Issues&id=960697 Many people stumble at the opening of their negotiation. This can set the stage for a less than optimum outcome. Here are just a few points I find helpful to keep in mind when I start a negotiation. Mon, 04 Feb 2008 15:04:47 -0600 http://ezinearticles.com/?Opening-The-Negotiation&id=957735 http://ezinearticles.com/?Opening-The-Negotiation&id=957735 When you negotiate, the questions you ask, and the manner in which you do so will determine the information you receive; that combined with the information you give, when responding to questions, will have a great bearing on the outcome of the negotiations. When negotiating, it behooves you to choose words carefully when you ask questions and to reply cautiously when you respond to questions. Mon, 04 Feb 2008 12:00:44 -0600 http://ezinearticles.com/?When-You-Negotiate,-How-Do-You-Give-Up-Information?&id=966211 http://ezinearticles.com/?When-You-Negotiate,-How-Do-You-Give-Up-Information?&id=966211 Whether you are negotiating a million-dollar deal, selling to customers, providing customer service, dealing with spouse, recruitment or even simply just trying to agree with a friend on where to go for dinner, the key to getting what you want is understanding the other party's perspective. We are talking about his point of view and what he cares about. By finding out what is important to the other party will allow you to better understand his values in a way that will satisfy both his and your interests. Once you take the time and effort to do so, you will be able to use that knowledge to influence their actions. The whole strategy is to get into someone else's head to find out what makes them nod. In order to do so, we need to be very good listener because people will tell us what they care about only if we listen. Mon, 04 Feb 2008 11:46:51 -0600 http://ezinearticles.com/?Successful-Negotiation-by-Listening-Up&id=957181 http://ezinearticles.com/?Successful-Negotiation-by-Listening-Up&id=957181 Business acquisitions are not for the faint hearted - or faintly experienced. This article provides a checklist of the four most common acquisition mistakes. Incorporate these suggestions to improve your analysis and negotiations. Mon, 04 Feb 2008 11:41:07 -0600 http://ezinearticles.com/?Business-Acquisition-Mistakes-Checklist-4-Missteps-to-Avoid-When-Buying-a-Business&id=956200 http://ezinearticles.com/?Business-Acquisition-Mistakes-Checklist-4-Missteps-to-Avoid-When-Buying-a-Business&id=956200 One of my readers, a commission salesman, sent me a question the other day that I've been asked several times: What percentage is the industry standard when it comes to negotiating sales commissions? I'll share with you my response to him, and I hope it gives you some guidance as you negotiate compensation. Fri, 01 Feb 2008 12:46:08 -0600 http://ezinearticles.com/?What-is-The-Industry-Standard-When-Negotiating-Sales-Commissions?&id=960205 http://ezinearticles.com/?What-is-The-Industry-Standard-When-Negotiating-Sales-Commissions?&id=960205 As a rule, when corporate profits rise and unemployment figures show downward movement, salaries are expected to rise. That's what been happening for past couple of years when the world and the United states emerged from a slowdown that hit in the earlier part of the millennium. From this trend, salaries were expected to be fatter, but that's certainly not happening. Fri, 01 Feb 2008 11:14:23 -0600 http://ezinearticles.com/?Presenting-Your-Case-For-A-Raise&id=960028 http://ezinearticles.com/?Presenting-Your-Case-For-A-Raise&id=960028 You can win in a negotiation just by being better prepared. It can help you get what you want from the negotiation. It does work for everyone. There's no secret. You really just need to know how to prepare and which preparation framework to follow. It's not a difficult thing to do at all. This post will provide 4 key steps which you can use to help you prepare for your negotiation. You can adopt this preparation framework immediately to any of your negotiation. Think of them as guidelines for your preparation process. Use them if you are serious about winning in a negotiation. Fri, 01 Feb 2008 10:47:56 -0600 http://ezinearticles.com/?How-to-Win-in-Negotiation-4-Key-Steps-to-Help-You-Prepare&id=960445 http://ezinearticles.com/?How-to-Win-in-Negotiation-4-Key-Steps-to-Help-You-Prepare&id=960445 Successful negotiation is all about preparation. If you have not pre-considered the other party's position, you cannot effectively negotiate. This short checklist will, I hope, help you as you prepare for a successful negotiation. Fri, 01 Feb 2008 10:06:25 -0600 http://ezinearticles.com/?A-Short-Checklist-To-Help-You-Plan-For-A-Successful-Negotiation&id=954874 http://ezinearticles.com/?A-Short-Checklist-To-Help-You-Plan-For-A-Successful-Negotiation&id=954874 Navigating through professional and relational conflict can be very challenging, but if you take the time to graciously do so the rewards are well worth it. Success strategies to effectively deal with internal conflict and come out the victor. Save time and money when negotiating and resolving conflict cross-culturally. Thu, 31 Jan 2008 13:39:36 -0600 http://ezinearticles.com/?Conflict-Resolution-and-Peacemaking-Cross-Culturally-in-a-Foreign-Country&id=957811 http://ezinearticles.com/?Conflict-Resolution-and-Peacemaking-Cross-Culturally-in-a-Foreign-Country&id=957811 Flinching is the physical action of reacting to a proposal/demand/situation posed to you by the other party. By physically flinching, the other party will see your surprise and dismay at their proposal. Thu, 31 Jan 2008 09:32:46 -0600 http://ezinearticles.com/?The-Power-of-the-Flinch-In-Negotiating&id=952520 http://ezinearticles.com/?The-Power-of-the-Flinch-In-Negotiating&id=952520 Dealing difficult people and managing conflict effectively. Hone in your negotiation skills and tact to deal with every personality types fairly that is beneficial to all concerned. Mon, 28 Jan 2008 10:56:11 -0600 http://ezinearticles.com/?Dealing-Difficult-People-And-Managing-Conflict-Effectively-Hone-In-Your-Negotiation-Skills&id=946353 http://ezinearticles.com/?Dealing-Difficult-People-And-Managing-Conflict-Effectively-Hone-In-Your-Negotiation-Skills&id=946353 The ability to emotionally engage with an individual or group is a significant factor in establishing a constructive and helpful relationship. It is often the difference in whether an experience is perceived as positive or negative, regardless of the outcome. Engagement should be a fundamental course of action taken by professionals when addressing conflict management in the process of mediation, coaching, or counseling. Wed, 23 Jan 2008 16:52:49 -0600 http://ezinearticles.com/?The-Significance-of-Emotional-Engagement-in-Conflict-Management&id=941017 http://ezinearticles.com/?The-Significance-of-Emotional-Engagement-in-Conflict-Management&id=941017 There are three basic techniques of negotiation that I would like to explain: Puffery, the Hidden Table, and of course Silence. I recently sold an old car that we weren't using anymore, private party, no agents acting for principles. Now there was some real negotiation. Tue, 22 Jan 2008 14:28:37 -0600 http://ezinearticles.com/?Negotiate!-What-Are-You-Afraid-Of?&id=937272 http://ezinearticles.com/?Negotiate!-What-Are-You-Afraid-Of?&id=937272 There will be times when you will have to negotiate with people who are angry, for one reason or another. When you encounter such a person, the first thing you should try to do is establish the source of their anger. Are they angry with you because of the position or organization you represent? Do they feel as though they've received the 'short end of the stick' and think you played a role in their dilemma? Did they start their day by getting up on the 'wrong side of the bed?' Mon, 21 Jan 2008 16:35:14 -0600 http://ezinearticles.com/?Negotiating-With-Angry-People&id=940406 http://ezinearticles.com/?Negotiating-With-Angry-People&id=940406 It's a cutthroat commercialist world we're living in; and in order to survive, sales negotiation training is absolutely essential. This article reveals some sales negotiation training guidelines to keep in mind so you're never at the losing end of a deal. Mon, 21 Jan 2008 11:03:50 -0600 http://ezinearticles.com/?Sales-Negotiation-Training-Negotiating-Your-Way-to-a-Better-Deal&id=936524 http://ezinearticles.com/?Sales-Negotiation-Training-Negotiating-Your-Way-to-a-Better-Deal&id=936524 Contrary to what some believe, negotiation is not a game. Games have rules whereas negotiation has none... anything can, and often does, happen. Games have procedures, whilst negotiation is often subject to uncertainty and alternatives are frequently proposed and considered. Thu, 17 Jan 2008 13:52:41 -0600 http://ezinearticles.com/?A-Checklist-Of-The-Ten-Things-You-Must-Do-To-Be-An-Effective-Negotiator&id=931150 http://ezinearticles.com/?A-Checklist-Of-The-Ten-Things-You-Must-Do-To-Be-An-Effective-Negotiator&id=931150 If time-outs are so critical to a football coach, they ought to be even more important during a negotiation. The stakes are far higher! Thu, 17 Jan 2008 12:42:33 -0600 http://ezinearticles.com/?Time-Outs&id=930067 http://ezinearticles.com/?Time-Outs&id=930067 Sometimes, when we negotiate with people that we perceive as having more authority, power, or prestige, than ourselves, we become fearful or intimidated. Then, we tend not to negotiate with them as firmly as we might with other individuals. This can occur for several reasons... Wed, 16 Jan 2008 14:58:32 -0600 http://ezinearticles.com/?Negotiating-With-People-of-Prestige-and-Power&id=932086 http://ezinearticles.com/?Negotiating-With-People-of-Prestige-and-Power&id=932086 It is wiser to simplify matters than to confuse them. "Scrambled eggs" does the opposite. It deliberately mixes things up for tactical reasons. Scrambling can be used to forestall a deadlock, make the other person work harder, force through a last-minute demand, or retreat from a prior concession. Sometimes it is used to determine how well the other person keeps his or her wits under pressure. Tue, 15 Jan 2008 16:31:04 -0600 http://ezinearticles.com/?Scrambled-Eggs-How-To-Defend-Against-Disorder&id=908962 http://ezinearticles.com/?Scrambled-Eggs-How-To-Defend-Against-Disorder&id=908962 TollGate FAQ's: 5 Most Asked Questions and the Answers. The whole TollGate phenomenon is not a new concept. Rather it is a dormant concept that is just now being taken back out of the closet. The whole TollGate process is starting a massive revival and for good reason. Fri, 11 Jan 2008 16:33:56 -0600 http://ezinearticles.com/?TollGate-FAQs-5-Most-Asked-Questions-and-the-Answers&id=918375 http://ezinearticles.com/?TollGate-FAQs-5-Most-Asked-Questions-and-the-Answers&id=918375 Whether you negotiate a salary or not is secondary to doing your homework before accepting an offer. It is always best to take some time before signing on the dotted line so that you understand exactly what you are gaining - or losing. Thu, 10 Jan 2008 13:27:54 -0600 http://ezinearticles.com/?The-Job-Offer-Is-Not-Always-As-Good-As-It-Looks&id=919765 http://ezinearticles.com/?The-Job-Offer-Is-Not-Always-As-Good-As-It-Looks&id=919765 TollGate Riches FAQ's: 5 Most Asked Questions and the Answers. The whole TollGate phenomenon is not a new concept. Rather it is a dormant concept that is just now being taken back out of the closet. The whole TollGate process is starting a massive revival and for good reason. Wed, 09 Jan 2008 10:20:48 -0600 http://ezinearticles.com/?TollGate-Riches-FAQs-5-Most-Asked-Questions-and-the-Answers&id=918375 http://ezinearticles.com/?TollGate-Riches-FAQs-5-Most-Asked-Questions-and-the-Answers&id=918375 Different people have different perspectives in life. Their perspectives are determined by the experience they had. We all have a tendency to delude ourselves into believing what we want to believe. Our minds have many different ways of mapping different possibilities even to a single event. Tue, 08 Jan 2008 14:44:11 -0600 http://ezinearticles.com/?Different-Perspectives-In-Negotiation&id=917251 http://ezinearticles.com/?Different-Perspectives-In-Negotiation&id=917251 When someone asks you to call him back, he wants a call back and not an email, instead, right? But what if I instructed you to violate his request by emailing him? That wouldn't make any sense, would it? Tue, 08 Jan 2008 12:33:27 -0600 http://ezinearticles.com/?Negotiate-Meeting-Times-The-Efficient-Way&id=915289 http://ezinearticles.com/?Negotiate-Meeting-Times-The-Efficient-Way&id=915289 When you negotiate and lose control of the direction you'd like the negotiation to go in, how do you recover? What steps should you take to regain control? Tue, 08 Jan 2008 10:26:18 -0600 http://ezinearticles.com/?How-to-Negotiate-When-Youve-Lost-Control&id=915540 http://ezinearticles.com/?How-to-Negotiate-When-Youve-Lost-Control&id=915540 When you negotiate, do you negotiate subliminally? The answer is yes; whether you realize it or not you do. We all negotiate subliminally. Some of you may be thinking, what does it mean to negotiate subliminally? This lesson uncovers that answer and gives you insights into how you can become a better negotiator, by being aware of the value subliminal negotiation has throughout the negotiation process. Tue, 08 Jan 2008 10:24:58 -0600 http://ezinearticles.com/?Benefits-of-Negotiating-Subliminally&id=915488 http://ezinearticles.com/?Benefits-of-Negotiating-Subliminally&id=915488 When you negotiate with friends and loved ones, do you find the negotiation to be more difficult? Over the years, thousands of people have told me they consider themselves to be good negotiators, except when it comes to negotiating with someone they have strong emotional ties to. There are several phenomenons at work during these negotiations. Tue, 08 Jan 2008 10:22:32 -0600 http://ezinearticles.com/?Negotiating-With-Friends&id=915481 http://ezinearticles.com/?Negotiating-With-Friends&id=915481 When you negotiate, do you make allowances for the manner in which you perceive things? If you know you're the type of person that possesses prejudices towards a particular situation, people, or things, you should prepare to address those situations before they occur in a negotiation. Tue, 08 Jan 2008 10:19:56 -0600 http://ezinearticles.com/?When-you-Negotiate-Check-Your-Perception&id=915476 http://ezinearticles.com/?When-you-Negotiate-Check-Your-Perception&id=915476 When you negotiate, what role do you play during the negotiation? Do you give consideration to how your role is perceived, or the role your negotiation partner plays and how she wishes her role to be perceived? Tue, 08 Jan 2008 10:18:28 -0600 http://ezinearticles.com/?When-You-Negotiate-Check-Emotions-(Role)&id=915471 http://ezinearticles.com/?When-You-Negotiate-Check-Emotions-(Role)&id=915471 When you negotiate, do you consider the impact of the status you project? Even more so, do you consider how the perceived status of your negotiation partner plays a role in the negotiation? The projection and perception of ones status, when negotiating, is paramount to the over all outcome of the negotiation. Tue, 08 Jan 2008 10:17:10 -0600 http://ezinearticles.com/?When-you-Negotiate-Check-Emotions-(Status)&id=915445 http://ezinearticles.com/?When-you-Negotiate-Check-Emotions-(Status)&id=915445 When people negotiate, they want to experience autonomy. In essence, they want to feel like they're in control throughout the negotiation. As such, they don't want to be brow beaten or set upon, when they offer suggestions and potential solutions during the negotiation process. Tue, 08 Jan 2008 10:16:29 -0600 http://ezinearticles.com/?When-you-Negotiate,-Check-Emotions-(Automomy)&id=915425 http://ezinearticles.com/?When-you-Negotiate,-Check-Emotions-(Automomy)&id=915425 The most irksome, nasty, peevish, and stingy negotiator in creation resides between your two ears. It's you, and of course, it's me, too. We are our own worst enemies in a negotiation because we fall into five traps: Tue, 08 Jan 2008 10:15:39 -0600 http://ezinearticles.com/?5-Traps-to-Avoid-in-Preparing-for-Negotiations&id=915006 http://ezinearticles.com/?5-Traps-to-Avoid-in-Preparing-for-Negotiations&id=915006 When you negotiate, how do you position your offer in order to enhance the probability of reaching your goal(s)? The way you position your offer, to a great degree, determines whether it will be accepted as presented, downgraded, or worse, completely ignored. Tue, 08 Jan 2008 10:15:28 -0600 http://ezinearticles.com/?Developing-Winning-Negotiation-Outcomes&id=915361 http://ezinearticles.com/?Developing-Winning-Negotiation-Outcomes&id=915361 We all make mistakes. After all, we are still humans. The problem lies in not making mistakes but handling mistakes during negotiation. Tue, 08 Jan 2008 09:58:34 -0600 http://ezinearticles.com/?How-To-Handle-A-Mistake-During-Negotiation&id=916002 http://ezinearticles.com/?How-To-Handle-A-Mistake-During-Negotiation&id=916002 Copyright 2008 EzineArticles.com - All Rights Reserved.