The Styles and Characteristics of Highly Effective Negotiators View/Download here...
 

When Information is Power 
Pick up virtually any book or article on negotiating and influencing skills and the reader is bound to see a section that deals with information as power.  For example, Klemp and McClelland write about the eight competencies that differentiate Effective Senior Managers from their average counterparts (See the Negotiation Newsletter, Vol. I).  One of those eight competencies is Diagnostic Information Seeking. 
 

Thinking Outside The Box 
Like many North American cities, Brantford Ontario has experienced hold ups and associated violence against Taxi drivers and against staff who work at convenience stores.  The most frequently cited answer is to hire more police for increased protection.  However, in times of fiscal restraint this solution is not feasible.  It is also questionable whether an increase in the number of police officers would be able to reduce the number of robberies and violence since the police cannot be expected to always be in the right place at the right time. 

By thinking outside of the box, the City of Brantford suggested that its taxi companies locate their stands, whenever possible, in front of nearby convenience stores.  Through increased surveillance, both taxi drivers and store clerks were better protected which resulted in fewer incidences of violence against taxi drivers and convenience store personnel.

Innovation, flexibility and thinking outside of the box are important tools for all negotiators and problem solvers. 
 

Principled Leadership, Negotiating and Influencing: Lessons From Mahatma Gandhi View/Download here...
 

Managing Change and Uncertainty: The Most Difficult Negotiation May Be the Ones We Have With Ourselves
Downsizings and mergers are just two of the sources of change and uncertainty that many people face in today’s business environment.  As important as it is how we negotiate with the external realities of these situations, it is also critically important how we negotiate with ourselves during times of change and uncertainty.  This newsletter will illustrate two cases of downsizing and give examples of how two individuals dealt with it in a positive and constructive manner.
 

The Art of Forgiveness
Negotiators need the wisdom to know if, when, and how to forgive the other party for acts that are both real and imagined if progress is to be made in a particular negotiation.   The issue of forgiveness arises when one party is, or believes that he or she has been hurt, wronged, or betrayed by another party.
 

Negotiating a Salary Increase View/Download here...
 

Annotated Bibliography
January 2004
ANNOTATED BIBLIOGRAPHY OF OVER 100 REFERENCES ON
NEGOTIATING, MEDIATING AND INFLUENCING SKILLS 
You can save a great deal of time by reading the right book or using other reference(s) at the right time. The following annotated bibliography is designed to help the reader select the best reference(s) to aid in the development of his or her negotiating and influencing skills.

Read more here...
 

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As a General rule, the most successful people in the world are those who have the best information.