A resource of quick tips and analysis of highly effective, real life negotiation strategies.
In Focus: Black Friday Negotiation Strategies
Let’s reflect on Black Friday and the shopping extravaganza of the year by focusing on a crucial aspect: Single Issue Negotiations. How do you navigate a negotiation when the other party insists on fixating on just one issue?Unleashing the power of Multi-Issue NegotiationsSkilled negotiators transcend the one-dimensional battleground of price...
Elon Musk: When to negotiate
How do you know when to enter a negotiation? During the COVID-19 outbreak, the State of California Governor Gavin Newsom, and officials from the Alameda County, made the decision to shut down non-essential businesses, which included suspending production at the Tesla car plant from 23 March 2020.In response, the CEO of...
Negotiating with Agents
When Tom Cruise played the role as a sports agent in the movie Jerry Maguire, he made famous the line “Show me the money”. What he also brought into focus was the use of an agent to negotiate on someone else’s behalf.
In complex and highly emotional negotiations, the pathway...
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...
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?
For Australian tobacco manufacturers and smokers, this became the reality, when in 2014 the Australian government passed legislation requiring all cigarettes
to be sold...
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...
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...