In sales, an important success factor is the ability to shift the focus from price to value. By fostering a collaborative and value-centred approach, skilled negotiators can move from a price sensitive focus into meaningful discussions about impact and outcomes. Here are four proven strategies to prioritise value: Propose different levels of...

Let’s reflect on Black Friday and the shopping extravaganza of the year by focusing on a crucial aspect: Single Issue Negotiations. How do you navigate a negotiation when the other party insists on fixating on just one issue? Unleashing the power of Multi-Issue Negotiations Skilled negotiators transcend the one-dimensional battleground of price...

Have you ever found yourself feeling confused and vulnerable because you failed to understand the negotiating roles of the other party? When this happens, unskilled negotiators lack an awareness of how the other party is using the negotiation process to influence them. To help overcome this, you might like to consider increasing...

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...

What role will negotiation teams and coalitions have in the World Health Organization (WHO) negotiating a global Pandemic Treaty? On May 3, 2021, the WHO Director-General Dr Tedros Adhanom Ghebreyesus said, "The one recommendation that I believe will do most to strengthen both WHO and global health security is the...

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...

"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...

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...

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...

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...

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...

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...

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...

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...

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 relationships. Nelson Mandela is widely recognised...

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...

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...

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 lives....