To receive any of the following complimentary white papers written by experts in the field of negotiation and conflict resolution, please complete the form below. After submitting the form, you will receive a link to the complete white paper(s).

White Paper Topics

A New ICON for Negotiating: Negotiations can be broken down into four essential components: Interests, Criteria, Options, and No-Agreement Alternatives (ICON). Applied successfully, the ICON framework can help to create breakthrough results in any negotation situation by helping participants move away from confrontation and towards collaboration.

Strategic Convergence of Negotiation and Sales: Negotiation as a transformational tool is essential for sales executives as they manage their sales forces, as they manage internal negotiations with all business functions within their organizations, and as they manage the critical customer relationships they seek to broaden, deepen and enrich.

Is Your Sales Team Negotiating Value?  How Do You know?: Assess nine factors to see where you can make improvements to your sales teams’ selling and negotiation approaches.  If you cannot respond about your team to at least six or seven of the factors with “we do this very well,” then there are likely additional gross margin dollars to be captured through better selling and negotiating. 

First Name:
Last Name:
E-Mail Address:
Organization:
Title:
Address Line 1:
Address Line 2:
City:
State:
ZIP Code:
Country:		- Choose One -AfghanistanÅland IslandsAlbaniaAlgeriaAmerican SamoaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBoliviaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoriesBrunei DarussalamBulgariaBurkina FasoBurundiCambodiaCameroonCanadaCape VerdeCayman IslandsCentral African RepublicChadChileChina, People's Republic ofChristmas IslandCocos IslandsColombiaComorosCongoCongo, Republic of theCook IslandsCosta RicaCote D'ivoireCroatiaCubaCyprusCzech RepublicDenmarkDjiboutiDominicaDominican RepublicEast TimorEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEthiopiaFalkland IslandsFaroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuamGuatemalaGuineaGuinea-BissauGuyanaHaitiHeard Island And Mcdonald IslandsHondurasHong KongHungaryIcelandIndiaIndonesiaIranIraqIrelandIsraelItalyJamaicaJapanJordanKazakhstanKenyaKiribatiKorea, Democratic People's Republic ofKorea, Republic ofKuwaitKyrgyzstanLao Peoples Democratic RepublicLatviaLebanonLesothoLiberiaLibyan Arab JamahiriyaLiechtensteinLithuaniaLuxembourgMacauMacedonia, The Former Yugoslav Republic ofMadagascarMalawiMalaysiaMaldivesMaliMaltaMarshall IslandsMartiniqueMauritaniaMauritiusMayotteMexicoMicronesiaMoldovaMonacoMongoliaMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNetherlands AntillesNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorthern Mariana IslandsNorwayOmanPakistanPalauPalestinian Territory, OccupiedPanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalPuerto RicoQatarReunionRomaniaRussian FederationRwandaSaint HelenaSaint Kitts and NevisSaint LuciaSaint Pierre and MiquelonSaint Vincent and The GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbia and MontenegroSeychellesSierra LeoneSingaporeSlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and Sandwich IslandsSpainSri LankaSudanSurinameSvalbard and Jan MayenSwazilandSwedenSwitzerlandSyrian Arab RepublicTaiwanTajikistanTanzaniaThailandTogoTokelauTongaTrinidad and TobagoTunisiaTurkeyTurkmenistanTurks and Caicos IslandsTuvaluUgandaUkraineUnited Arab EmiratesUnited KingdomUnited StatesUnited States Minor Outlying IslandsUruguayUzbekistanVanuatuVatican City StateVenezuelaVietnamVirgin Islands (British)Virgin Islands (U.S.)Wallis and Futuna IslandsWestern SaharaYemenZambiaZimbabwe
Telephone:
Industry:		- Select One -ConsultingEducationEntertainmentFinanceFood & BeverageGovernmentHealthcareInformation TechnologyInsuranceManufacturingPharmaceutical-BiotechnologyPublishingReal EstateTransportationTravel & TourismUtilitiesOther
Job Function:		- Select One -AdministrationAdvertisingEducation & TrainingExecutive LeadershipFinanceHuman ResourcesInformation TechnologyMarketingProcurement-PurchasingSalesOther
Area(s) of Interest:		NegotiationConflict ResolutionPersuasion & InfluenceCommunicationConsultingOn-line LearningOn-site TrainingPublic CoursesLicensing
Title of White Paper(s):