Negotiation Insights

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




In Focus: Negotiating Roles

In Focus: Negotiating Roles
Have you ever found yourself feeling confused and vulnerable because you failed to understand the negotiating roles of the other party? When this happens, unskilled negotiators lack an awareness of how the other party is using the negotiation process to influence them. To help overcome this, you might like to consider increasing...

Coping Strategies: Managing difficult Negotiators

Coping Strategies: Managing difficult Negotiators
Would you like to change the way others negotiate with you? One of the things I learned when I was negotiating was that until I changed myself, I could not change others.” – Nelson Mandela. If you have ever wished you could change the way that other people negotiate with you, then...

Negotiating Teams & Coalitions

Negotiating Teams & Coalitions
What role will negotiation teams and coalitions have in the World Health Organization (WHO) negotiating a global Pandemic Treaty? On May 3, 2021, the WHO Director-General Dr Tedros Adhanom Ghebreyesus said, "The one recommendation that I believe will do most to strengthen both WHO and global health security is the...

Problem Solving: Delivering outcomes

Problem Solving: Delivering 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. What makes this skill so valuable is the resultant ability to strengthen relationships and unlock value. In this issue of Negotiation Insights, we consider how skilled negotiators...

Negotiating with Agents

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...

Changing Perceptions: Shane Warne recalls advice

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? A useful example comes from cricket great Shane Warne, who recounted the advice he received from media mogul Kerry Packer. Shane...

Problem Solving: Calm in the cockpit

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...

Identity Needs: Tobacco now a nobody

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...

Price Haggling: Strategies to position value

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

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

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. Nelson Mandela is widely recognised...

Mindsets: It’s a choice!

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?

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...

Influencing Timelines: The brave new world of regulators

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

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 lives....

Difficult Conversations: Thalidomide sufferers seek empathy

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

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...

Archive  

In Focus: Black Friday Negotiation Strategies

In Focus: Winning Together

In Focus: Negotiating Roles

Coping Strategies: Managing difficult Negotiators

Negotiating Teams & Coalitions

Managing Power Imbalances

Measuring Negotiation Costs

Elon Musk: When to negotiate

Managing COVID-19 Renegotiations

Problem Solving: Delivering outcomes

Taylor Swift: Giving others a voice

Gun Tragedies: We hear you

Negotiating with Agents

Changing Perceptions: Shane Warne recalls advice

Problem Solving: Calm in the cockpit

Avoiding Buyer's Remorse: Knowing when to close

Defining Fairness: US German trade negotiations

The Authentic Negotiator

Identity Needs: Tobacco now a nobody

Restoring Relationships: Saying sorry

Price Haggling: Strategies to position value

Negotiation Styles: Managing aggressive behaviours

Traits of Skilled Negotiators: Nelson Mandela

Leadership Without Authority: Reducing domestic violence

Mindsets: It’s a choice!

The Power of Language: A statement or a question?

Managing Uncertainty: New freeway gets a red light

Influencing Timelines: The brave new world of regulators

Hostage Negotiations: A frontline perspective

Creating Alternatives: Flying fresh milk to China

Setting the Scene: Automotive executives fly into a storm

Finding Common Ground: US Firearm reforms

Timing Concessions: Bangladesh factory tragedy

Verifying Trust: World soccer cup and gulf of Mexico oil spill

Shaping Mindsets: AVIS We try harder

Cultural Differences: SONY Walkman designed for harmony

Difficult Conversations: Thalidomide sufferers seek empathy

Engaging the Enemy: US and Taliban peace talks

Creating Points of Influence: Russell Crowe gets his leading lady

Collaborating to Create Value: Power to the people

Breaking Deadlocks: AFL resolves stalemate

Negotiation Preparation: Prime Minster wins election