The Negotiating Edge - White Papers

White Papers

We have written a number of white papers that cover a wide range of topics on negotiation, team building, bargaining skills and conflict resolution. Our white papers also provide you with a good overview of what you will learn in our Negotiating Edge seminars. You can request a free copy of these white papers below. Of course, if you need any further information, please feel free to contact us with your questions or comments.

Selling Strategies
(Negotiating the Sale by Adding Value, Not Cutting Price)
Sellers are almost always selling in a buyer's market. As such, when sellers enter into the negotiation process, they are immediately put under pressure to make painful concessions on price, and on price-related issues. This white paper discusses how to defend your price and price-related terms without threatening the close of the sale. It covers issues such as: common misunderstandings about sales negotiation strategy; how value and product differentiation will help you to defend price; why most "closing tactics" don't work; and why price concessions will never encourage a reluctant purchaser to buy.

The Project Manager as Negotiator
(Timing and Leveraging Strategies)
Project managers' jobs are based on continuous negotiation. They not only have to negotiate for resources inside the organization, but they also negotiate time, scope issues, budget, schedules and change orders. Project managers negotiate with customers, vendors, suppliers, sub-contractors, partners and colleagues. In this white paper, we discuss issues such as how a project manager's negotiation leverage changes over the life of the project, why change orders are the number one cause of cost over-runs and unnecessary delays, and how project managers can use negotiation to control costs, increase customer satisfaction and keep the project on schedule.

Team Building and the Management of Conflict
(Four Steps to Constructive Collaboration)
As companies seek to become more flexible and responsive to changes in the marketplace, they have been increasing their emphasis on teams as a mechanism for achieving these goals. In this white paper, we discuss why conflict is a common occurrence in most teams, why conflict is a good indicator of a team's creativity and atmosphere, and how teams tend to mismanage conflict. Finally, we provide four concrete steps that will enable team members to collaborate constuctively, manage conflict and achieve the team's goals.

The Bargainer as Negotiator
(Five Rules for Negotiating Price in a Competitive Environment)
There are only three ways that you can cut costs in your company: you can capitalize less (purchase fewer goods and services), you can cut payroll or you can pay less for what you buy. Because only the last alternative is acceptable, people who control expenditures are the most important cost containers in any company. Whether you are a purchaser or someone who controls non-purchase related expenditures, such as an insurance claims adjuster, or an attorney settling lawsuits, this white paper is for you.

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Please send me the following white paper(s):

Value-Added Selling Strategies

The Project Manager as Negotiator

Team Building and the Management of Conflict

The Bargainer as Negotiator

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All white papers sent by e-mail are sent as attached Adobe Acrobat files. These files are large. Unless you have a broadband connection, we strongly advise that you order no more than two whitepapers at a time. Please allow two weeks for mail delivery and 48 hours for e-mail response.

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