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...

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. With over...

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...

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...

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