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...

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...

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...

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. Shane...

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...

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...

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. When you next receive demands from work colleagues to make their issues your priority, try to understand the impact your styles...

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 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...