Negotiation Insights

A resource of quick tips and analysis of highly effective, real life negotiation strategies.




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...

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...

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...

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...

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 lives....

Creating strong alternatives: Flying fresh milk to China

Feeling trapped in a negotiation with a Goliath can quickly make the power balance seem uneven and lead to emotions of helplessness, frustration and anger, particularly when industry consolidation occurs and you are a small company suppling a commodity that lacks differentiation. In this issue of Negotiation Insights we look at...

Finding common ground: US Firearm reforms

Finding the common ground needed to build rapport and break an impasse is a challenge all negotiators confront, none more so than in the topical example of the ongoing firearm reform debate in the US. In this issue of Negotiation Insights we seek not to judge whose values and beliefs have...

Archive  

In Focus: Managing Power Imbalances

In Focus: Measuring negotiation costs

Elon Musk: When to Negotiate

Managing COVID-19 Renegotiations

Problem Solving: Delivering outcomes

Taylor Swift: Giving others a voice

Gun tragedies: We hear you

In Focus: Negotiating with agents

Changing Perceptions: Shane Warne recalls advice

Problem Solving: Calm in the cockpit

Avoiding Buyer's Remorse: Knowing when to close

Defining Fairness: US German trade negotiations

In Focus: The authentic negotiator

Identity needs: Tobacco now a nobody

Restoring relationships: Saying sorry

Price haggling: Strategies to position value

Negotiation styles: Managing aggressive behaviours

Traits of skilled negotiators: Nelson Mandela

Leadership without authority: Reducing domestic violence

Mindsets: It’s a choice!

The power of language: A statement or a question?

Managing uncertainty: New freeway gets a red light

Influencing timelines: The brave new world of regulators

Hostage negotiations: A frontline perspective

Creating strong alternatives: Flying fresh milk to China

Setting the scene: Automotive executives fly into a storm

Finding common ground: US Firearm reforms

Timing concessions: Bangladesh factory tragedy

Verifying trust: World soccer cup and gulf of Mexico oil spill

Shaping mindsets: AVIS We try harder

Cultural mindsets: SONY Walkman designed for harmony

Difficult conversations: Thalidomide sufferers seek empathy

Engaging the enemy: US and Taliban peace talks

Creating points of influence: Russell Crowe gets his leading lady

Collaborating to create value: Power to the people

Breaking deadlocks: AFL resolves stalemate

Negotiation preparation: Prime Minster wins election