Negotiation Insights

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




Avoiding Buyer's Remorse: Knowing when to close

How would you feel if you had just signed a contract only to learn later that you could have achieved a better deal?  

Managing uncertainty: New freeway gets a red light

In negotiations you are often required to predict and manage future uncertainties. It shouldn't be a surprise, therefore, that without ways to manage uncertainty, those involved can fail to reach agreement, or find themselves quickly and unexpectedly renegotiating the original agreement. In this issue of Negotiation Insights we look at the importance of building contingencies into agreements.  

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.  

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. 

Breaking deadlocks: AFL resolves stalemate

Negotiating with people who hold a firm position and create obstacles can be difficult, particularly when reaching agreement lacks a full appreciation of how future conditions can impact on the parties involved.  


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