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Negotiation is a critical business skill for all sectors of an organization, from sales representatives to high-level leadership. However, for an optimal learning experience, a negotiation course or program requires more than PowerPoint lectures and worksheets. For a negotiations skills training course to be as effective as possible, students must obtain hands-on experience, learn tools […]

We understand that conducting contract negotiations can be overwhelming at times. Emotions can run high, and one party may feel as though their ideas are not being heard. Learning to approach talks in a more positive way, using principled negotiation, will help to avoid conflict. When you are at the negotiating table and you see

In some cases, such as when there is a fixed amount of value on the table, distributive negotiation is the preferred method to reach a desired outcome. While integrative negotiation typically involves several complex factors, distributive negotiation involves a process where the outcome revolves around one factor, such as price. For example, you might use

The right approach to a negotiation can make the difference between striking a deal and coming out with two parties disappointed. Integrative negotiation, or interest-based negotiation, tends to be the more fruitful of the two, because it tends to find common ground and come to a resolution that makes both parties involved happy. Here’s what