A resource of quick tips and analysis of highly effective, real life negotiation strategies.
Avoiding Buyer's Remorse: Knowing when to close
How would you feel if you had just signed a contract only to learn later that you could have achieved a better deal?
Typically, frustration, anger and a sense of loss all come to mind. Unfortunately, for less skilled negotiators, buyer’s remorse is a frequent occurrence.
Common examples include; buying...
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...
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...
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....
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...