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]