Negotiation Insights

A resource of quick tips and analysis of highly effective, real life negotiation strategies.




Creating strong alternatives: Flying fresh milk to China

Feeling trapped in a negotiation with a Goliath can quickly make the power balance seem uneven and lead to emotions of helplessness, frustration and anger, particularly when industry consolidation occurs and you are a small company suppling a commodity that lacks differentiation. In this issue of Negotiation Insights we look at how having strong alternatives can result in long-term game changing outcomes.  

Setting the scene: Automotive executives fly into a storm

Negotiations involving great uncertainty and the need to take immediate actions often result in vital scene setting considerations being neglected. In this issue of Negotiation Insights we look at the important role managing a negotiation’s atmospherics can have. When managed well you can get discretionary negotiation effort from the other party, however when done poorly you risk derailing the negotiations and compromising your outcome. 

Finding common ground: US Firearm reforms

Finding the common ground needed to build rapport and break an impasse is a challenge all negotiators confront, none more so than in the topical example of the ongoing firearm reform debate in the US. In this issue of Negotiation Insights we seek not to judge whose values and beliefs have greater legitimacy, but rather to identify ways in which the opposing parties might find the common ground needed to build rapport and get movement where the stakes are high and positions are entrenched. 

Timing concessions: Bangladesh factory tragedy

Whether it involves negotiating a treaty, resolving a contract dispute with a supplier, or responding to a disaster, the conventional practice is to offer a conditional concession when a deadlock occurs. In this issue of Negotiation Insights we look at the circumstances that encourage the early granting of one-sided concessions. Our example comes from the Bangladesh Rana Plaza factory building, which collapsed on April 24th 2013, killing 1129 workers and injuring approximately 2515 others. 

Verifying trust: World soccer cup and gulf of Mexico oil spill

How would you negotiate with someone you don't trust? This is a conundrum many negotiators have to confront when they want to achieve mutual gains, whilst at the same time protecting their interests and exposure to future risks. To overcome these concerns skilled negotiators look for ways to verify trust and build predictability when there are information gaps and inconsistent behaviours.  

Shaping mindsets: AVIS We try harder

The way in which a subject is framed and the prior conditioning that occurs can strongly influence whether someone has an open or predetermined mindset towards an interaction. For example, in a price-focused negotiation would you be more receptive to your counterpart saying “My last offer was only 5% short of your asking price”, or, “I have increased my offer by 5% and can now offer you a certain gain”. In this issue of Negotiation Insights, we look at how framing can be used to positively engage the other party. 

Cultural mindsets: SONY Walkman designed for harmony

Whether it involves managing a joint venture, getting alignment across all business regions, or finding a political solution to a conflict, the ability to communicate, problem solve and make decisions is impacted by our cultural beliefs and behaviours. In this issue of Negotiation Insights, we consider the importance of modifying the negotiation process and behaviours to minimise misunderstandings and create forward moves.  

Difficult conversations: Thalidomide sufferers seek empathy

In this issue of Negotiation Insights, we look at ways to manage difficult conversations. An example comes from the Grünenthal Group, the company which manufactured the drug Thalidomide, prescribed to pregnant women in the 1950s and early 1960s to avoid the effects of morning sickness. Unfortunately the drug was found to be the cause of over 10,000 deformities in babies worldwide.  

Engaging the enemy: US and Taliban peace talks

On January 21 2012, “The Australian” newspaper reported that the Taliban had acknowledged that they were negotiating with the United States. So why negotiate with the enemy?  

Creating points of influence: Russell Crowe gets his leading lady

In any negotiation, you have points of influence. In this issue of Negotiation Insights we look at how Russell Crowe influenced Cate Blanchett to secure her as the leading lady for the $155 million dollar movie Robin Hood. Russell Crowe was sitting before a room full of Australia Post executives and enthusiasts, but sticky stamps were the furthest thing from his mind. 


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