A resource of quick tips and analysis of highly effective, real life negotiation strategies.
In Focus: Managing Power Imbalances
Who has the power? According to Statcounter, the real-time web analytics service, in the 12 months from January 2020 to January 2021, Google held 94.45% of the search engine market, and Facebook/Instagram combined, 72.36% of the social media market.In response to such market domination, the Australian Treasurer, Josh Frydenberg, said on...
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.
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.
Problem Solving: Calm in the cockpit
Have you ever been confronted with vast amounts of information that is ambiguous and complex? If you have, then it is also likely that
you experienced high stress levels and feelings of being overwhelmed. In this issue of Negotiation Insights we consider what negotiators can
learn from Captain Richard de...
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...
Traits of skilled negotiators: Nelson Mandela
Negotiation is a learned skill that involves a methodology, and the knowledge and creativity to reach a mutually beneficial outcome. In
this issue of Negotiation Insights we reflect on Nelson Mandela and the negotiation traits that helped him to achieve his outcomes and build
Nelson Mandela is widely recognised...
Managing uncertainty: New freeway gets a red light
In negotiations you are often required to predict and manage future uncertainties. It shouldn't be a surprise, therefore, that without ways to manage uncertainty,
those involved can fail to reach agreement, or find themselves quickly and unexpectedly renegotiating the original agreement. In this issue of Negotiation Insights we look at...
Influencing timelines: The brave new world of regulators
When rapid technological changes combine with entrepreneurship, and a generation that challenges conventions, regulators can find themselves under intense
pressure to implement quick solutions to new situations. In this issue of Negotiation Insights we look at ways to influence and control the negotiation timeline.
The ability to make informed decisions when...
Hostage negotiations: A frontline perspective
Imagine confronting a crisis negotiation the outcome of which may put lives at risk or save lives, particularly if you are included.
Fortunately when it comes to law enforcement we live in a world where certain individuals have the skills and are prepared to take personal risks to save
Finding common ground: US Firearm reforms
Finding the common ground needed to build rapport and break an impasse is a challenge all negotiators confront, none more so than in the topical example of the ongoing firearm reform debate in the US. In this issue of Negotiation Insights we seek not to judge whose values and beliefs have...
Cultural mindsets: SONY Walkman designed for harmony
Whether it involves managing a joint venture, getting alignment across all business regions, or finding a political solution to a conflict, the ability
to communicate, problem solve and make decisions is impacted by our cultural beliefs and behaviours. In this issue of Negotiation Insights, we consider the importance of modifying...
Creating points of influence: Russell Crowe gets his leading lady
In any negotiation, you have points of influence and using them is how Russell Crowe influenced Cate Blanchett to secure her as the leading lady for the $155 million dollar movie Robin Hood. Russell
Crowe was sitting before a room full of Australia Post executives and enthusiasts, but sticky stamps were the...
Negotiation preparation: Prime Minster wins election
In his final parliamentary summary for 2010 the Australian Federal Opposition Leader, Mr Abbott, said, “I should acknowledge that the Prime Minster has been a ferocious competitor this year and I should congratulate her on her success. She may not have won the election handsomely but she certainly won the...