Negotiation Insights

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...

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