Negotiation Insights

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




Gun tragedies: We hear you

Can you recall how it felt to be in the company of a good listener?  

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.  

Changing Perceptions: Shane Warne recalls advice

People perceive things the way they want them to be. So how can information be communicated to get others to consider and understand the true meaning of what is occurring? 

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?  

Restoring relationships: Saying sorry

Following deaths and injuries from suspected vehicle failures, and a recall that surpassed 9 million cars, in 2010 the Toyota President, Akio Toyoda, said, “I extend the condolences from the deepest part of my heart…. I feel deeply sorry for those people who lost their lives or who were injured by traffic accidents, especially those in our own cars. I extend my sincerest condolences to them, from the bottom of my heart.” How does an apology help to rebuild relationships?  

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. 

Negotiation styles: Managing aggressive behaviours

As a negotiator you can choose to be cooperative or competitive. Making the right choice can be the difference between building relationships and value, and destroying relationships and value. In this issue of Negotiation Insights we help you better understand the impact of your choices and offer some strategies to motivate cooperation. 

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.  

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. 

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.  


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