Online articles
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Displaying 1-17 of 17 results
Exclusive
Negotiate like a extortion negotiator
- Article
- 01 Mar 2024
- Scott Walker
In his former career as a kidnapping and extortion negotiator, the author handled sensitive negotiations all over the world. Through his experiences, observations, and conversations with other experts in the field, he developed a deep understanding of what works and what doesn’t in high-stakes negotiations. Here he shares guidance on what he calls the level-five mindset, which involves deep listening to better understand and interpret a counterpart’s self-perception and perspective.
Exclusive
The psych in negotiations: Using human factors to attain superior outcomes
- Article
- 01 Dec 2023
- Mark Trowbridge, Melanie Trowbridge
Advice for procurement professionals on how to be successful in negotiation processes. Four main techniques are described in detail - preparation to understand the supplier's needs, appreciating the counterparty's personality traits, reading non-spoken body language and using interrogatives to appropriately shift the other party's paradigm. A range of example suggestive and leading questions are given which can be used by the negotiator to strengthen their position.
Exclusive
How to deal with a dishonest negotiator
- Article
- 01 Dec 2023
- Leslie K.John
People, including negotiators, lie every day, so when you’re trying to make a deal, it’s important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has shown to be effective.
Exclusive
The art of supplier negotiations in today's complex digital age
- Article
- 01 Aug 2023
- Saraj Gupta
The article focuses on the evolution of supplier negotiations in the digital age, highlighting topics such as game theory as a modelling tool, the use of internet auctions and video conferencing platforms, data analytics, and the emerging role of chatbots in procurement and negotiation roles. The author also discusses potential risks associated with implementing digital procurement within organizations.
Exclusive
The negotiation 'pie'
- Article
- 01 Nov 2021
- Adam Bradenburger, Chelsea Cavanaugh, Ted Cavanaugh, Barry Nalebuff
People often don't understand what's really at stake in a negotiation: the 'pie' - and their misconceptions make it much harder to reach agreement. The solution, the authors say, is to recognise that the gains to be shared from the negotiation pie should be divided equally, because both sides are essential to creating it.
Exclusive
Negotiating your next job
- Article
- 01 Jan 2021
- Hannah Rowley Bowles, Bobbi Thomason
If you’re looking to further your career it’s important to think strategically about what you want, together with how to get it. The authors discuss four steps to help you prepare for career negotiations, whether joining another company or moving into a different role with your current employer.
Exclusive
Strategies and tactics for complex negotiations online and offline
- Article
- 01 Jun 2020
- Millar, Roddy
Offers advice on how to negotiate successfully in a range of situations, including in a virtual context.
Exclusive
Negotiation tips and strategies
- Article
- 01 Apr 2019
- Moshe Cohen
Negotiations take time, require preparation and involve dealing with other people, all of which can make them challenging. The author discusses how to increase your chances of success when negotiating with strategies that can be used in all aspects of life.
Exclusive
Talk less, smile more
- Article
- 01 Sep 2016
- Max H. Bazerman, Daniel Kahneman
Negotiation advice that focuses on final-offer arbitration.
Exclusive
Negotiate like a journalist
- Article
- 01 Jul 2016
- Deepak Malhotra
In negotiation, preventing dishonesty is more effective than detecting it. The author outlines five negotiation tactics that research has shown to be effective.
Exclusive
The art of negotiation with emotion
- Article
- 01 Dec 2015
- Alison Wood Brooks
How to use your feelings to your advantage in a negotiation - and manage your counterpart's emotions too.
Exclusive
8 ways to be a better negotiator
- Article
- 01 Dec 2015
- Nick Scott
Want to brush up your persuasive powers and secure better deals? Here's eight expert tips on niftier negotiation.
Exclusive
Be your best advocate
- Article
- 01 Nov 2015
- Deborah M.Kolb
Learn to recognise and seize opportunities for informal negotiations at work - for example to move into a better role, change a difficult situation or ensure you get credit for extra work.
Exclusive
What's your start-up worth?
- Article
- 16 Oct 2014
- Gareth Ochse
Gareth Ochse looks at the art of valuing a start-up - it's a process of negotiation and is not as simple as looking at the price per share during the funding round.
Exclusive
15 rules for negotiating a job offer
- Article
- 01 Apr 2014
- Deepak Malhotra
Job-offer negotiations are rarely easy but here are 15 rules to guide you in negotiating with employers.
Exclusive
Taking yes for an answer
- Article
- 01 Dec 2013
- Mary Teresa Bitti
Article focusing on the skills required for successful negotiation in the workplace.
Exclusive
How to handle 'extreme' negotiations with suppliers
- Article
- 01 Jul 2013
- Jacqueline K.Eastman, Monique L.Murfield, Stephanie P.Thomas
When negotiating in high-stakes, high-risk (“extreme”) situations with suppliers, the temptation for businesses is to act quickly and forcefully. Yet acting in haste to take charge and look in control often leads to disappointing, even dangerous, results. A better approach: slow down the pace of the negotiation, understand the other side’s position, and work toward a more collaborative negotiation process.
Displaying 1-17 of 17 results
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