A resource of quick tips and analysis of highly effective, real life negotiation strategies.
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...
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...
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.
Gun Tragedies: We hear you
Can you recall how it felt to be in the company of a good listener?
If you can then you probably experienced feelings of being understood and valued. However, if you are like most people this experience will have been the
exception and not the norm, and this should not...
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
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.
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
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...
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...
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...
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...
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
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...
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...
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...