Negotiation Insights

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




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. 

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.  

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.  

Setting the scene: Automotive executives fly into a storm

Negotiations involving great uncertainty and the need to take immediate actions often result in vital scene setting considerations being neglected. In this issue of Negotiation Insights we look at the important role managing a negotiation’s atmospherics can have. When managed well you can get discretionary negotiation effort from the other party, however when done poorly you risk derailing the negotiations and compromising your outcome. 

Verifying trust: World soccer cup and gulf of Mexico oil spill

How would you negotiate with someone you don't trust? This is a conundrum many negotiators have to confront when they want to achieve mutual gains, whilst at the same time protecting their interests and exposure to future risks. To overcome these concerns skilled negotiators look for ways to verify trust and build predictability when there are information gaps and inconsistent behaviours.  


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