A resource of quick tips and analysis of highly effective, real life negotiation strategies.
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...
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...
Price haggling: Strategies to position value
In this issue of Negotiation Insights we consider ways sellers can minimise price-focused negotiations and build more mutually rewarding agreements.
In 1932 Charles Revson founded Revlon cosmetics, and when asked what he sold said, “In the drug store we make cosmetics. In the store we sell hope”.
By understanding that...
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...
Shaping mindsets: AVIS We try harder
The way in which a subject is framed and the prior conditioning that occurs can strongly influence whether someone has an open or predetermined mindset towards an interaction. For
example, in a price-focused negotiation would you be more receptive to your counterpart saying “My last offer was only 5% short...