A resource of quick tips and analysis of highly effective, real life negotiation strategies.
Taylor Swift: Giving others a voice
When power imbalances occur in negotiations it has the potential to restrict who is able to be involved. So how can those with more influence achieve their
desired outcome, while also strengthening the negotiation positions of those who have less influence?
What others can learn from Taylor Swift.
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...
The Authentic Negotiator
How would you manage being true to yourself when others ask you to negotiate an outcome you don't agree with?
This was a situation decorated U.S. Airforce officer Harold Sigmoid confronted when he was asked to serve on a military commission. He was put into a situation
where he was...
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...
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...
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...
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...
Breaking Deadlocks: AFL resolves stalemate
Negotiating with people who hold a firm position and create obstacles can be difficult, particularly when reaching agreement lacks a full appreciation of how future conditions can impact on the parties involved.
In 1989 the Australian Football League (AFL) signed a contract with the Melbourne Cricket Club (MCC) and Melbourne...