Roger Volkema 
Roger Volkema is a tenured Associate Professor Management at American University in Washington, D.C. and a private consultant to business and government. He has conducted courses, seminars, and workshops on negotiation, mediation, and conflict management in both North and South America, and has written more than two-dozen articles on those subjects. In 1988, he was a Fulbright Fellow at Catholic University in Rio de Janeiro.
Category: Negotiating
Interviews with Roger Volkema»See all
Negotiating has always been about leverage, but Roger and Jim talk about how leverage has changed and what it looks like in the 21st century.
Roger and Jim talk about how to identify and use leverage in any negotiation. Roger also reminds us that often, leverage is more perception than reality.
Another visit with Roger on the very important subject of becoming a better negotiator. The conversation in this archive revolves around finalizing the transaction, including finishing the paperwork, and some of the tactics people use during that phase of negotiations. Roger emphasized the importance of not waiting until the end of the negotiations to begin the development of the documents. The guys talk about how the Letter Of Intent (LOI) fits into the negotiation process, and how it works. They also talk about how and when to bring in the attorneys. Roger and Jim also discuss 7 things you can do when you are not a good negotiator.
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