Let’s reflect on Black Friday and the shopping extravaganza of the year by focusing on a crucial aspect: Single Issue Negotiations. How do you navigate a negotiation when the other party insists on fixating on just one issue?Unleashing the power of Multi-Issue NegotiationsSkilled negotiators transcend the one-dimensional battleground of price...

Would you like to change the way others negotiate with you? One of the things I learned when I was negotiating was that until I changed myself, I could not change others.” – Nelson Mandela. If you have ever wished you could change the way that other people negotiate with you, then...

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...

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...

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...

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...

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...

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...

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...

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...

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...

In negotiations you are often required to predict and manage future uncertainties. It shouldn't be a surprise, therefore, that without ways to manage uncertainty, those involved can fail to reach agreement, or find themselves quickly and unexpectedly renegotiating the original agreement. In this issue of Negotiation Insights we look at...

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....

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 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...

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....

The need to manage difficult conversations was acute for the Grünenthal Group, the company who manufactured the drug Thalidomide, which was prescribed to pregnant women in the 1950s and early 1960s to avoid the effects of morning sickness. Unfortunately the drug was found to be the cause of over 10,000 deformities...

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...

Negotiating with people who hold a firm position and create obstacles can be difficult, particularly when reaching agreement lacks a full appreciation of how future conditions can impact on the parties involved. In 1989 the Australian Football League (AFL) signed a contract with the Melbourne Cricket Club (MCC) and Melbourne...