Newsletter
Current Issue
August 2010: What's Wrong With Being Right? [PDF]
We enter most conversations hoping to promote
an idea or point of view. We've thought through
our position and have confidence in the good it
will produce. Yet all too often-- especially when
we hit opposition--being so strongly convinced
ends up undercutting our goals. In short, there's
something wrong with being right.
Previous Issues
May 2010: Are You Asking The Right Questions? [PDF]
January 2010: Make the Most of e-Mail Negotiations [PDF]
August 2009: Culture And Its Impact On The Bargaining Table Part Two [PDF]
April 2009: Navigating Negotiation Styles [PDF]
October 2008: The Female Negotiator [PDF]
Winter 2007: Managing the Negotiation Process - Part I [PDF]
October 2007: Books [PDF]
June 2007: Employment Contracts [PDF]
Summer 2006: Trust [PDF]
Winter 2006: Ensuring Negotiation Failure [PDF]
Summer 2005: Opening Offers [PDF]
December 2004: The Difficult Relationship [PDF]
Utilizing What You Have Learned [webpage]
Beyond the Obvious: Culture and Management Issues in Northern Europe, Part 1 [webpage]
Beyond the Obvious: Culture and Management Issues in Northern Europe, Part 2 [webpage]
Negotiating Rationally [webpage]
Everyday Negotiations: Buying A Car [webpage]
Get Smart Househunting [webpage]
Joint Ventures in the Pharmaceutical Industry [webpage]
Managing The Communication Process [webpage]
Negotiating with the Japanese [webpage]
Working Well with Difficult People [webpage]