Negotiation Insights

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




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?  

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?  

Price haggling: Strategies to position value

In this issue of Negotiation Insights we consider ways sellers can minimise price-focused negotiations and build more mutually rewarding agreements.  

Traits of skilled negotiators: Nelson Mandela

Negotiation is a learned skill that involves a methodology, and the knowledge and creativity to reach a mutually beneficial outcome. In this issue of Negotiation Insights we reflect on Nelson Mandela and the negotiation traits that helped him to achieve his outcomes and build relationships. 

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.  

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.  


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