In sales, an important success factor is the ability to shift the focus from price to value. By fostering a collaborative and value-centred approach, skilled negotiators can move from a price sensitive focus into meaningful discussions about impact and outcomes. Here are four proven strategies to prioritise value: Propose different levels of...

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 Negotiations Skilled negotiators transcend the one-dimensional battleground of price...

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...

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...

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...

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...

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...

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...