A resource of quick tips and analysis of highly effective, real life negotiation strategies.
In Focus: Measuring negotiation costs
"I’ve had enough of this situation. It’s been eight months, I can’t even count the thousands of hours of meetings, the days, the evenings, the nights, the weekends, without this advancing”. This quote comes from the Belgian Socialist Party Leader Paul Magenette. It would eventually take 653 days of negotiations for Mr...
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...
Managing COVID-19 Renegotiations
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...
Problem Solving: Delivering outcomes
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...
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...
In Focus: 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...
Avoiding Buyer's Remorse: Knowing when to close
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...
Defining Fairness: US German trade negotiations
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 Focus: The authentic negotiator
How would you manage being true to yourself when others ask you to negotiate an outcome you don't agree with?
This was a situation decorated U.S. Airforce officer Harold Sigmoid confronted when he was asked to serve on a military commission. He was put into a situation
where he was...
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...
Restoring relationships: Saying sorry
Following deaths and injuries from suspected vehicle failures, and a recall that surpassed 9 million cars, in 2010 the Toyota President, Akio Toyoda, said,
“I extend the condolences from the deepest part of my heart…. I feel deeply sorry for those people who lost their lives or who were injured...
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. In this issue of Negotiation Insights we help you better understand the impact of your
choices and offer some strategies to...
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...
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...
Mindsets: It’s a choice!
When problems need to be solved, the mindset you hold towards those involved can be the difference between strengthening or weakening a relationship. In
this issue of Negotiation Insights we highlight the importance of choosing a constructive mindset.
On April 4th 2016 the Courier Mail reported that Neil Henry, the...
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...