A resource of quick tips and analysis of highly effective, real life negotiation strategies.
Managing Power Imbalances
Who has the power? According to Statcounter, the real-time web analytics service, in the 12 months from January 2020 to January 2021, Google held 94.45% of the search engine market, and Facebook/Instagram combined, 72.36% of the social media market. In response to such market domination, the Australian Treasurer, Josh Frydenberg, said on...
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.
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
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
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
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
Nelson Mandela is widely recognised...
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...