Negotiation Insights

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




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? 

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?  

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.  

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. 

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. 

Leadership without authority: Reducing domestic violence

Whether it is in business, politics, sport or everyday life, there are times when we need to influence without authority. In this issue of Negotiation Insights we consider how leadership and change can be achieved without authority.  

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. 

Creating points of influence: Russell Crowe gets his leading lady

In any negotiation, you have points of influence. In this issue of Negotiation Insights we look at how Russell Crowe influenced Cate Blanchett to secure her as the leading lady for the $155 million dollar movie Robin Hood. Russell Crowe was sitting before a room full of Australia Post executives and enthusiasts, but sticky stamps were the furthest thing from his mind. 


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