Negotiation Insights

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




Problem Solving: Delvering outcomes

According to the World Economic Forum’s 2018 ‘The Future of Jobs Report’, negotiation was ranked in the top ten skills needed by 2020

In Focus: Negotiating with agents

When Tom Cruise played the role as a sports agent in the movie Jerry Maguire, he made famous the line “Show me the money”. What he also brought into focus was the use of an agent to negotiate on someone else’s behalf.  

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. 

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?  

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?  

Identity needs: Tobacco now a nobody

Have you ever wondered what it would be like to lose the ability to promote a brand or make a purchase that reflects your identity needs?  

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. 

Influencing timelines: The brave new world of regulators

When rapid technological changes combine with entrepreneurship, and a generation that challenges conventions, regulators can find themselves under intense pressure to implement quick solutions to new situations. In this issue of Negotiation Insights we look at ways to influence and control the negotiation timeline.  

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.  

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. 


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