Links   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.   In General Negotiation - In General Conflict Resolution Customer Satisfaction Dealing with Difficult People Building Trust Communicating Team Building Negotiating for Women Software Software Specific Negotiations Resource Allocation Alternative Dispute Resolution (ADR) Buying a Car Consumer Rights Construction Insurance Claims Buying and Selling a Business Salary Negotiations Cross-Cultural Negotiations Real Estate Family Relations Sales Environmental Negotiation Purchasing Federal Contract Negotiations Game Theory International Relations Negotiation- In General Conflict, Negotiation and Intergroup Behavior A collection of power point slides on negotiation. Sun-Tsu's 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. On-Line 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. Reviews of Negotiation Books and Articles on Negotiation This on-line newsletter is presented by the folks at mediate.com Negotiation Techniques A short article by the Management Sciences for Health and the United Nations Children's Fund. Free Management Library Library of free resources Negotiating: 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. Management-Uplink 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. Conflict Resolution Negotiatons and Resolving Conflicts- An Overview This article provides a nice overview of the process of conflict resolution. It was prepared by Professor E. Wertheim of the College of Business Administration at Northeastern University Pre-Negotiation and Circum-negotiation. Arenas of the Peace Process Discusses how to set the stage for a successful negotiation through "Pre-negotiation." Prenegotiation refers to "the times and the tasks apart from negotiation that have the purpose of beginning, sustaining, and nourishing a peace process by changing relationships and paving the way for negotiation or other peaceful steps to resolve conflict." We Need A Larger Theory of Negotiation. The Importance of Pre-Negotiation Phases Another article about "pre-negotiation." Influencing the Uncooperative This article is provided by hardatwork.com. Opening Lines of Communication This article is provided by the Conflict Research Consortium at the University of Colorado. Software 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. Customer Satisfaction When Disaster Strikes: Who's There to Help Your Business Recover? This article was reprinted, with permission, from Small Business Success Magazine. Dealing with Difficult People Influencing the Uncooperative This article is provided by hard@work.com. Negotiating for Women Negotiating for Women 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! Building Trust Opening Lines of Communication This article is provided by the Conflict Research Consortium at the University of Colorado. A Paper on Trust This paper is provided by students at Stout, the Hampshire College Student Web Center. Communicating Total 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. Habits 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. How to Improve Your Listening Skills This article is courtesy of the Canadian Association of Student Activity Advisors. Listening and Empathy Responding This article is provided by the Mental Health Net. Listening Skills Self-Evaluation This self-evaluation is based on interactive computer learning. Type in your responses to a series of statements, and receive an evaluation back. Nice. 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. 20-Best.com 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, and motivation. 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. Team Building       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. The Basics of Team Building From Team Technology, a British training and consulting company. Leadership Teams The characteristics of good teams. "A key to successful planning and implementation is the development of teams. The table below provides a description of three types of teams and their relative advantages and disadvantages:" Team Building This article has two subtitles, and two parts: " Informal Group Dynamics at Work;" and "Informal Group Norms- Unspoken Rules." Changing Informal Team Norms How to Form Informal Work Groups How to Lead Informal Work Groups How Informal Work Groups Communicate Building Informal Work Group Cohesiveness Peter Drucker on Teams A Wall Street Journal article. Life Cycles of Executive Teams "Work with nature, don't put senile teams on life support." Lessons from Geese "As each goose flaps its wings, it creates an 'uplift' for the birds that follow. By flying in a "V" formation, the whole flock adds 71% greater flying range than if each bird flew alone." This could be helpful if you go south for the winter. Managing Team Performance: Unrealistic Vision or Attainable Reality Team Management Systems Online 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. Groups that Work This article is written by Gerard Blair of the Department of Electronics and Engineering at the University of Edinburgh. Team Climate Survey A long list of criteria that you can use to second-guess the effectiveness of your group. Team Effectiveness Project Management Productivity Checklist Resource Allocation       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. Keeping Everybody Happy- A Fair Division Theory That Leaves Everybody Satisfied.This article gives you a short overview of the highly popular new method for resource allocation called "adjusted winner." After you have read the article, buy Brahms and Taylor's book which is contained in the "Resource Allocation" section of our reading list. Formulas for Fairness- Applying the Math of Cake Cutting to Conflict Resolution Another article about the "adjusted winner" approach to resource allocation. You Cut, I'll Choose Another article about the "adjusted winner" approach to resource allocation. Alternative 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. Mediation Information 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 mediation, etc. Articles about Mediation 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 others. Negotiation Styles In Mediation "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 Tutorials 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). Consumer Rights New 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. Construction Negotiating 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. Insurance Claims How 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 advice. Buying and Selling a Business       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 begin. Tips 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 Money 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. Salary Negotiations Monster.com 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. Anyone 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 information. Tips 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. Tips 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. Salary Negotiation Tutorial 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 offers. Successful 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). Career City: Salaries 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. Guide 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. JobTrak's Effectively Negotiating Salary Packages A brief guide to salary negotiation from JobTrak. Concise and to the point. JobSmart- Salary Negotiation Strategies A collection of links to sites that offer advice on salary negotiation. Metropolitan 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. SalariesReview.com Beginning level wage and salary data for any position in any area within the U.S. Salary Surveys General and profession-specific salary surveys. Wage Web More salary surveys for a variety of career areas. Links to Salary Surveys More links to salary surveys. Compensation Link More links to salary surveys. Yahoo Salary Survey Links Morelinks to salary surveys. Career Maximum Earnings Check out this site before you choose a career path. This site lays out the estimated career maximum earnings potential for 88 positions. The Salary Calculator 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. Cross-Cultural Negotiations Negotiating with the Chinese and Japanese "Across the Pacific Pond: A Personal View of Chinese/Japanese Bargaining Environments and Their Challenges" Team Management Systems 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. Real Estate Various Articles from Remax Brokers A collection of tips on buying and selling a home from a real estate brokerage company. Family Relations How to Negotiate in Marriage The key to any successful marriage is compromise. This site tells you how to do it. Sales       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. Environmental Negotiation Environmental Negotiation Managing resources, protecting the environment and negotiation. Activism vs. Negotiation- Strategies for the Environmental Movement A paper that discusses the pros and cons of negotiating environmental issues. ECO The newsletter of the Climate Action Network published at the UN Climate Talks. Greenpeace Website of the activist environmental group. Purchasing       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. Websites of Interest to Procurement Professionals Has commodity specific web links, negotiation checklists, legal resources, business information, legal references and other resources for the procurement professional. National Assn of Procurement Managers- Silicon Valley Over 25 articles on procurement issues. Federal Contract Negotiations Federal 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       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 list. Strategy and Conflict: An Introductory Sketch of Game Theory An accessible overview of the main concepts in the field by Roger A. McCain of Drexel University. International Relations Cold 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 useful reading! Global Trade Negotiations Home Page This page is a project of the Center for International Development at Harvard University. World 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 Landmines United Nations Special Commission Official site of UNSCOM. Office of the High Representative in Bosnia and Hercegovina Responsible for civilian implementation of Dayton Peace Accords United Nations Peacekeeping Operations 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 NATO California Trade and Commerce Agency Highlights the work of this state governmental agency to increase international trade. Amnesty International Greenpeace U.S. Institute of Peace Iraq Crisis Links A collection of links highlighting the background and various elements of the crisis. NGOs and the United Nations Information about and analysis of the role of NGOs in global policy-making. International Negotiation Journal 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. Timeline of (U.S.) Diplomatic History Washington Post Special Reports Special Reports on international affairs. Interactive Cuban Missile Crisis Be sure to visit the "Situation Room" to read the transcript and listen to audio clips from the ExComm meeting on October 18, 1962. Foreign Service Journal 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 officers. CAIN Web service housed at the University of Ulster providing information about the "Troubles" in Northern Ireland from 1968 to the present. Very interesting.. U.S. Agency for International Development 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 Wye 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. Balkan File Time Magazine background primer on Kosovo crisis. Kosovo 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 Washington, D.C.     Copyright © 2005-2006 The Negotiating Edge, All rights reserved.  Site design & host: NeuronLinks, Inc.