Negotiation Insights

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...

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...

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...

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...

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 relationships. 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...

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...

Influencing timelines: The brave new world of regulators

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...

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...

Timing concessions: Bangladesh factory tragedy

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....

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

How would you negotiate with someone you don't trust? This is a conundrum many negotiators have to confront when they want to achieve mutual gains, whilst at the same time protecting their interests and exposure to future risks. To overcome these concerns skilled negotiators look for ways to verify trust...

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...

Collaborating to create value: Power to the people

Too often people rely on positional power and short-term transactional behaviours to reach their outcomes. To create value and nurture cooperation, these need to be substituted with long term thinking with the relationships interests in mind, particularly when there are differing geographical locations, cultures, educations, ages and views on how...

Archive  

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