The following are a list of links to articles and web sites
that offer resources for people who negotiate. We make no representations
as to the quality of information on these sites. If you have any suggested
links, or find any broken links, please contact
us. And don't forget to check out our reading
list with over 100 books on negotiation.
Negotiation- In General
Negotiation and Intergroup Behavior
A collection of power point slides on negotiation.
Art of War (Download)
Art of War is a Windows electronic book that brings Sun-Tzu's Art
of War to your computer. Art of War is the oldest military treatise
in the world. Military and other historians will find this text quite
interesting and informative. The text was translated in 1910 from
the original. This work is extensively referenced and contains almost
500 hypertext footnotes. Several attractive illustrations and graphics
are also included.
Dispute Resolution Resources
A collection of links to on-line dispute resolution resources. This
site is run by a consultant who trains family law mediators.
of Negotiation Books and Articles on Negotiation
This on-line newsletter is presented by the folks at mediate.com
A short article by the Management Sciences for Health and the United
Nations Children's Fund.
- Free Management Library
Library of free resources
You've Done It Before
A basic "how to" article on negotiation by the Women's Business
Center. This site has alot of interesting articles on negotiating
related topics that are worth checking out.
Provides links to a variety of vendors who offer training in conflict
resolution and negotiation.
- On-Line Internet Coach
Contains a list of companies that provide sales negotiation training.
- Mackay Solutions
A variety of resources for negotiators, mostly training. This site has one
link to a site that provides British slang terms and their American meanings.
Useful if you are going to be negotiating the price of a pint in a British Pub!
- Negotiation Academy - UK
A variety of resources for negotiators.
Dealing with Difficult
Negotiating for Women
Win Squared Negotiation
Software Utilizing more than 600 strategies and tactics, WinČ
analyzes the unique facts of your negotiation and provides custom
advice tailored to your style, goals and level of assertiveness.
This program covers everything from bargaining strategies to conflict
resolution to persuasion and influence skills.
This link connects you with the Women's Business Center in the SBA
site. It has alot of interesting articles on negotiating-related topics
for women that are worth checking out. Not just for women!
Quality Communication: Non-Verbal Communications
A thorough, well written article from the College of Business Administration
at the University of Texas-Pan American. Highly recommended.
to Differentiate Good from Bad Listening
This information is from "How to Be a Better Listener" by Sherman
K. Okum, Nation's Business, August 1975, and from "Building a Professional
Image: Improving Listening Behavior" by Philip Morgan and Kent Baker,
Supervisory Management, November 1995.
to Improve Your Listening Skills
This article is courtesy of the Canadian Association of Student Activity
and Empathy Responding
This article is provided by the Mental Health Net.
This self-evaluation is based on interactive computer learning. Type
in your responses to a series of statements, and receive an evaluation
- Skills Studio
This British firm offers one-day training course which will help you to
express yourself more effectively, have more influence with your
colleagues and appear more confident in front of others.
This site provides lists on everything from where to buy electronics,
cars... even corporate training. A nice site with no hidden agenda.
- Plan B Public Speaking
This site has a number of useful articles on public speaking, presentation
skills, meeting skills for speakers, customer service, sales & marketing,
recruitment, human resources, leadership, team building, career success,
- The Impact Factory
This British company provides training in communication and presentation
skills. This site also contains a number of short but interesting articles
on how to communicate effectively.
The essence of effective project management
is effective team building. Most of the links below look at team building
from a project manager's perspective. However, we recommend these links
for anyone who is interested in team building and team leadership.
Imagine that you have to split
a country cabin, a 5 year old Toyota sedan, $10,000 in cash, some
china, and an interest in real estate with three other heirs to
your mother's estate. How can you divide these assets in a fair manner and leave everyone happy with the result? "Adjusted winner"
is a procedure for allocating unequal resources in an equal manner.
It was developed by Brahms and Taylor, whose book, The
Win-Win Solution, is referenced in our reading
list. We highly recommend it.
Dispute Resolution (ADR)
Alternative dispute resolution
focuses on finding better ways to resolve conflict than litigation.
The two main forms of ADR are mediation and arbitration. Only mediation
directly involves negotiation. Arbitration is an expedited trial,
often conducted by a retired judge and frequently involving lawyers.
Mediation occurs whenever you have a disinterested third party (the
mediator) assisting both parties in negotiating a resolution of
their dispute. Arbitration is coercive in the sense that a verdict
or result can often be imposed on one or both parties. Mediation
is purely voluntary.
Collection of articles, including an overview of mediation,
how too choose a mediator, reasons to consider mediation, the five steps of mediation, eleven commonly asked questions about
Twenty-five articles about mediation for mediators. Topics covered
include: Preparing the Court Ordered Mediation; Changes in Mediation
Confidentiality; Written Diagnostic Reports by Mediatiors and
- Negotiation Styles
"In mediating conflicts, it helps to understand the five
styles of dispute resolution most often used by negotiators.
Often, the various styles need a mediator to buffer the interactions
and turn a toxic negotiating atmosphere into a successful mediation."
Buying a Car
- Car Buying
This website from Edmunds.com provides you with all of the resources
that you need to purchase an automobile, whether it is new or
used. Articles include: how to determine how much you can afford,
how to price a used car, negotiating with a dealership, how
to calculate luxury tax, and more. This is an important site
for car buyers.
- Consumer Reports
We are linking you to the home page of this site, because there
is too much info to link you to each article independently.
Sections include "Looking for a New Car" and "Looking
for a Used Car". Articles include "How to Read a Window
Sticker," "Auto Insurance, What to Know," "Buying
vs. Leasing," "Leasing Tips:7 Keys to Savings"
and others. The site also provides you with a list of online
resources and links to pages that will help you do your research
before you walk onto that car lot. Nice site! Read it together
with Edmunds.com (above).
Hampshire Department of Justice
Bought a lemon? Can't get a customer relations representative
to return your call? The folks at the New Hampshire Department
of Justice provide helpful tips on how to state your case to
the business's representative in order to improve your chances
of getting satisfaction.
Contracts in the U.S.A
A step-by-step discussion of the construction bidding process.
The article deals specifically with dimensional stone, but the
observations and advice are universally applicable. By Jeffrey
Matthews, Trade International, Inc.
and Selling a Business
to Negotiate a Settlement with Your Insurance Adjuster
Nolo Press is a publishing company that specializes in providing
"how-to" books on the law for the layperson. This article gives
you the "ins and outs" of negotiating insurance claims
with claims adjusters. Nice, concise article with practical
Buying a business is always a highly
risky transaction. Most small business sales are dubious. The transactions
that turn out to work are ones where the buyer already knows alot
about the business on a day-to-day basis (such as when someone buys
out a retiring partner). We strongly suggest that you contact a
lawyer who has a track record of handling business sales and who
understands the tax ramifications of these transactions before you
on Buying a Small Business
The Business Re-Sale Network has provided this brief article
on how to negotiate the purchase of a small business. The article
was excerpted from "Entrepreneur Magazine's Small Business Encyclopedia."
- Business and
This site has a short article on starting and growing a business as
well as a slew of interesting links on buying, selling, and managing
a small business.
Monster.com has the most comprehensive information on the topic
of salary negotiations of any site that we have visited. Unfortunately,
they provide no links to other sites- a serious drawback. Their
text material has 26 separate chapters covering everything from
how to negotiate stock options to what to do when your salary
makes you too expensive.
Can Negotiate Their Salary- This Means You!
This site promotes Jack Chapman, the author of Negotiating
Your Salary: How to Make $1000 a Minute, and his book. On
this page Jack offers his best tip on salary negotiation. Notwithstanding
the dubious claim of his book's title, the page has some useful
for Getting That Raise
This site is for people who already have a job, but want a raise.
This page contains an article from High Technology Careers Magazine
about how to prepare for a salary discussion with your boss.
for Handling Salary Reviews
Hard@Work offers guidance on how to get a better-than-average
raise as well as tips for handling salary reviews.
From the authors of the top-selling cover letter book, The Dynamic
Cover Letters, this tutorial provides you with a complete guide
to all aspects of salary negotiation, beginning with pre-negotiation
preparation, to bargaining, to tools that help you decide between
Job Offer Negotiation
This site has one chapter (in text form) on salary negotiation
from the book, College Grad Job Hunter: Insider Techniques and
Tactics for Finding a Top-Paying Entry Level Job, by Brian D.
Krueger (Adams Publishing).
This site offers three articles on negotiation: "The Art of
Negotiating," "Negotiating with Power," and "Negotiation Ideas."
It also provides links to various salary surveys. If you like these links, check out our more voluminous list
of links to salary surveys below.
to Negotiating Salary & Benefits
This site is run by the University of San Francisco's Career
Services Center. It provides some good basic information and
a career guide for new graduates of the University.
Effectively Negotiating Salary Packages
A brief guide to salary negotiation from JobTrak. Concise and
to the point.
Salary Negotiation Strategies
A collection of links to sites that offer advice on salary negotiation.
Area Occupational & Employment Wage Estimates
Average annual, hourly, and median hourly wages for 700 occupations
according to US city and state. Remember these are median averages.
Your value may differ.
Beginning level wage and salary data for any position in any
area within the U.S.
General and profession-specific salary surveys.
- Wage Web
More salary surveys for a variety of career areas.
to Salary Surveys
More links to salary surveys.
More links to salary surveys.
Salary Survey Links
Morelinks to salary surveys.
Check out this site before you choose a career path. This site
lays out the estimated career maximum earnings potential for
Calculates changes in salary due to the cost of living from
one US city/region to another.
- Physician Employments
Provides resources for physicians who are job seekers in the area of
physician jobs, healthcare jobs, medical jobs, physician employment,
doctor jobs, specialist jobs, medical transcription jobs and recruitment.
with the Chinese and Japanese
"Across the Pacific Pond: A Personal View of Chinese/Japanese
Bargaining Environments and Their Challenges"
- Team Management
The last we counted there were 45 articles on team building
linked to this page, including articles on team building in
Japan, South Africa, team learning and team leadership. A good
site to visit.
Sales negotiation is a completely
different process from other types of negotiation. Sellers are
usually selling in a buyer's market. As a result, they are generally
negotiating from a position of weakness. Furthermore, the adage
that "everything is negotiable" applies more to buyers than to
sellers. The truth is that sellers would prefer not to have to
negotiate. And the longer negotiation takes, the greater the risk
that the seller will not close the deal with the buyer. If you
are interested in this topic, ask for our white
paper on sales negotiation.
Buyers are usually buying in
a buyers market. As such, buyers have a greater degree of power
and freedom during negotiation than most other types of negotiators.
If you are interested in learning more about our approach to negotiation
for purchasers, ask for our white
paper on cost containment.
Federal Contract Negotiations
Contract Negotiation Techniques
This page is sponsored by Defense Procurement specialists. It
provides voluminous material on how to negotiate with Defense
Department Procurement specialists. The advice is practical,
hard hitting and thorough. A nice resource page if you intend
to do business, or are doing business, with the DOD.
Game theory was created in 1949
by one of America's great mathematicians, John Von Neumann. The
basis for game theory is a scenario called "The Prisoner's Dilemma."
Game theory has been used by the State Department to formulate a
strategy for negotiating arms control agreements with the Soviet
Union, by economists to describe the behavior of companies engaged
in competition with each other, by evolutionary biologists to describe
how certain species survive while others don't, and by negotiators
to develop new bargaining and negotiating strategies. If you are
interested in this subject, check out the books on our reading
War International History Project, Woodrow Wilson Center
Primary source documents from a number of Cold War crises, along
with explanatory notes and commentary. Nice site with alot of
Trade Negotiations Home Page
This page is a project of the Center for International Development
at Harvard University.
Trade Organizations Page on Dispute Resolution
Disputes in general, and how they are handled in the WTO and
its Dispute Settlement Body
- International Campaign to Ban
- United Nations Special
Official site of UNSCOM.
- Office of the High Representative
in Bosnia and Hercegovina
Responsible for civilian implementation of Dayton Peace Accords
- United Nations Peacekeeping
UN peacekeepers "are dispatched by the Security Council to implement
peace agreements, monitor cease-fires, patrol demilitarized
zones, create buffer zones between opposing forces, and put
fighting on hold while negotiators seek peaceful solutions to disputes."
- Group of 77
Trade and Commerce Agency
Highlights the work of this state governmental agency to increase
- Amnesty International
Institute of Peace Iraq Crisis Links
A collection of links highlighting the background and various
elements of the crisis.
- NGOs and the
Information about and analysis of the role of NGOs in global
This site contains abstracts of articles from this academic
journal, calls for papers and special issue proposals, and a
listing of future issues.
- United Nations Framework
Convention on Climate Change (Kyoto Protocol)
Official site containing information about the post-Rio Conferences
of the Parties and list of country activities on climate change.
of (U.S.) Diplomatic History
Washington Post Special Reports
Special Reports on international affairs.
- Interactive Cuban
Be sure to visit the "Situation Room" to read the transcript
and listen to audio clips from the ExComm meeting on October
- Foreign Service
A view of American foreign policy from a diplomat's perspective.
Published by the American Foreign Service Association, a professional
organization of current and retired American foreign service
Web service housed at the University of Ulster providing information
about the "Troubles" in Northern Ireland from 1968 to the present.
- U.S. Agency for International
U.S. government agency that "conducts foreign assistance and
humanitarian aid to advance the political and economic interests
of the United States."
- Public Agenda Online
Non-partisan source of information on public opinion and how
to read and interpret polls.
- Group of 7/8
River Peace Talks
Statements and documents from the Wye River ngotiations from
the U.S. Information Service and from Israel
- Carter Center
Highlights mediation and peacemaking efforts of the Carter Center.
Time Magazine background primer on Kosovo crisis.
Focus on Human Rights
Human Rights Watch Report on Kosovo
- International Communication
and Negotiation Simulations (ICONS) Project Sponsored by
the University of Maryland
- United States Institute of Peace
- Institute of
Conflict Resolution and Analysis
This institute is a project of George Mason University
- Institute for Multi-Track Diplomacy
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