Negotiation Insights

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




Taylor Swift: Giving others a voice

When power imbalances occur in negotiations it has the potential to restrict who is able to be involved. So how can those with more influence achieve their desired outcome, while also strengthening the negotiation positions of those who have less influence? 

Problem Solving: Calm in the cockpit

Have you ever been confronted with vast amounts of information that is ambiguous and complex? If you have, then it is also likely that you experienced high stress levels and feelings of being overwhelmed. In this issue of Negotiation Insights we consider what negotiators can learn from Captain Richard de Crespigny, who successfully managed an in-flight incident potentially more catastrophic than the US Airways Hudson River Landing. 

In Focus: The authentic negotiator

How would you manage being true to yourself when others ask you to negotiate an outcome you don't agree with?  

Mindsets: It’s a choice!

When problems need to be solved, the mindset you hold towards those involved can be the difference between strengthening or weakening a relationship. In this issue of Negotiation Insights we highlight the importance of choosing a constructive mindset. 

Leadership without authority: Reducing domestic violence

Whether it is in business, politics, sport or everyday life, there are times when we need to influence without authority. In this issue of Negotiation Insights we consider how leadership and change can be achieved without authority.  

Hostage negotiations: A frontline perspective

Imagine confronting a crisis negotiation the outcome of which may put lives at risk or save lives, particularly if you are included.  

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.  

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. 

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?  

Collaborating to create value: Power to the people

Too often business people rely on positional power and short-term transactional behaviours to reach their outcomes. To create value and nurture cooperation, these need to be substituted with long term thinking with the relationships interests in mind, particularly when there are differing geographical locations, cultures, educations, ages and views on how to reach an outcome. 


1 2 Next

Archive