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...

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...

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...

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...

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...

Changing Perceptions: Shane Warne recalls advice

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...

Avoiding Buyer's Remorse: Knowing when to close

How would you feel if you had just signed a contract only to learn later that you could have achieved a better deal? Typically, frustration, anger and a sense of loss all come to mind. Unfortunately, for less skilled negotiators, buyer’s remorse is a frequent occurrence. Common examples include; buying...

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...

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