A resource of quick tips and analysis of highly effective, real life negotiation strategies.
In Focus: Negotiating Teams & Coalitions
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...
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...
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...
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.
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...
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
Setting the scene: Automotive executives fly into a storm
Negotiations involving great uncertainty and the need to take immediate actions often result in vital scene setting considerations being neglected. In this issue of Negotiation Insights we look at the important role managing a negotiation’s atmospherics can have. When managed well you
can get discretionary negotiation effort from the other party,...
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...
Engaging the enemy: US and Taliban peace talks
On January 21 2012, “The Australian” newspaper reported that the Taliban had acknowledged that they were negotiating with the United States. So why negotiate with the enemy?
Firstly, you come to the realisation that your current state might not be as attractive as other alternatives, and that the common ground you...