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

Defining Fairness: US German trade negotiations

At a meeting on March 17 2017 the US President Donald Trump advised German Chancellor Angela Merkel “We don’t want victory, we want fairness”. This was because the US President claimed that millions of Americans are “left behind” by “unfair” trade agreements and that “Negotiators for Germany have done far better than negotiators for the US". 

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.  

The power of language: A statement or a question?

When designing a communication strategy, you might like to carefully consider which will be more effective, using a statement to impart your views to others, or a question to draw others towards you. In this issue of Negotiation Insights we look at a notable example of each from history and provide a few tips to help make your communication strategies more effective. 

Shaping mindsets: AVIS We try harder

The way in which a subject is framed and the prior conditioning that occurs can strongly influence whether someone has an open or predetermined mindset towards an interaction. For example, in a price-focused negotiation would you be more receptive to your counterpart saying “My last offer was only 5% short of your asking price”, or, “I have increased my offer by 5% and can now offer you a certain gain”. In this issue of Negotiation Insights, we look at how framing can be used to positively engage the other party. 


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