A resource of quick tips and analysis of highly effective, real life negotiation strategies.
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.
In 1932 Charles Revson founded Revlon cosmetics, and when asked what he sold said, “In the drug store we make cosmetics. In the store we sell hope”.
By understanding that...
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. When you next receive demands from work colleagues to make their issues your priority, try to understand the impact your styles...
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
Nelson Mandela is widely recognised...
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 recently retired Australian Chief of Army, David Morrison, said, “The standard you...
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.
On April 4th 2016 the Courier Mail reported that Neil Henry, the...
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...
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...
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.
The ability to make informed decisions when...
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.
Fortunately when it comes to law enforcement we live in a world where certain individuals have the skills and are prepared to take personal risks to save
Creating Alternatives: Flying fresh milk to China
Feeling trapped in a negotiation with a Goliath can quickly make the power balance seem uneven and lead to emotions of helplessness, frustration and anger,
particularly when industry consolidation occurs and you are a small company suppling a commodity that lacks differentiation. In this issue of Negotiation Insights we look at...
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,...
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...
Timing Concessions: Bangladesh factory tragedy
Whether it involves negotiating a treaty, resolving a contract dispute with a supplier, or responding to a disaster, the conventional practice is to offer
a conditional concession when a deadlock occurs. In this issue of Negotiation Insights we look at the circumstances that encourage the early granting of one-sided concessions....
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...
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...
Cultural Differences: 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...
Difficult Conversations: Thalidomide sufferers seek empathy
The need to manage difficult conversations was acute for the Grünenthal
Group, the company who manufactured the drug Thalidomide, which was 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...
Engaging the Enemy: US and Taliban peace talks
On January 21 2012, “The Australian” newspaper reported that the Taliban had acknowledged that they were negotiating with the United States. So why negotiate with the enemy?
Firstly, you come to the realisation that your current state might not be as attractive as other alternatives, and that the common ground you...
Creating Points of Influence: Russell Crowe gets his leading lady
In any negotiation, you have points of influence and using them is 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...
Collaborating to Create Value: Power to the people
Too often people rely on positional power and short-term transactional behaviours to reach their outcomes. To create value and nurture
cooperation, these need to be substituted with long term thinking with the relationships interests in mind, particularly when there are differing geographical
locations, cultures, educations, ages and views on how...