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...

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...

How relevant are your existing agreements? COVID-19 changes to work conditions, supply chains, business models and demand curves, have all contributed to a loss of relevance for many agreements. When this loss of relevance leads to dissatisfaction with how well an existing agreement is creating and distributing value, a renegotiation is often...

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. With over...

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...

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...

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....