Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: Jan 07 , 2019
Author: Simon Letchford
Ever been lied to at the negotiation table? We’ve all heard people say things that we suspect might be untrue (“We have three other viable bids”, “Your proposal is the most expensive” or that old chestnut “That’s my final offer”). It’s certainly true that some people lie in negotiations, with the goal of shifting the power balance in their favor...
Published: Dec 03 , 2018
Author: Alain Smith
Guess what’s coming? Not difficult, really! John Lewis has released its new ad, the shops are full of tinsel and advent calendars, even Slade must be ready for their annual cheque for the never-grows-old “Merry Christmas Everyone”. That must be brilliant - writing a Christmas hit that is, not being an ageing Rock Star from the 70s. Although that said, the Stones look alright on it...
Published: Oct 01 , 2018
Author: Ben Byth
We are always thrilled to hear when clients tell us about how they have used specific things they learned from us. One of my clients called last week to say she was getting some success around raising prices. One of the big challenges with raising pricing is that nobody involved likes it. The customer resists, the salesperson is reluctant, and, possibly, everyone resents it...
Published: Sep 20 , 2018
Author: Tyler Hall
Most of us likely won’t have an opportunity to negotiate with Donald Trump, but what an experience that would be! Some of us do negotiate with organisations that are Trump-like, though. Trump has a lot of power as leader of the USA and we have industries that have a lot of power through monopoly or oligopoly. If you are involved in these types of negotiations you could apply similar principles as those one might use negotiating with Trump.
Published: May 04 , 2018
Author: Apostolos Korlos
Finishing a Marathon is a life’s dream for a runner. Thousands of amateur athletes live for the moment of crossing the finishing line of one of the hundreds of marathons organized around the world. The marathon, like any other demanding competition, requires serious and long-term preparation and specialized assistance from experts. Below are some of the most useful tips to finish a marathon and how these can help a negotiator in his work.
Published: Apr 05 , 2018
Author: Alan Smith
A subject that often comes up is how to deal with situations where we have limited power or where the other side seems to have no interest in negotiating with us. Memorably, one client asked me to give them the precise words or phrases that would make the person on the other side of the table say ‘yes’ to whatever they were proposing. They were asking for the equivalent to a negotiating Jedi mind trick....
Published: Mar 05 , 2018
Author: John McMillen
A woman, let’s call her April June, knocks on a neighbour’s front door; let’s call her Angel Merkin. “Yes,” says Ms Merkin, “what do you want?” “Make me an offer.” says Mrs June. “But what is you want?” Repeats Mrs Merkin. “Make me an offer.” responds Mrs June. “I don’t understand. You come knocking on my door. What is it that you want?” “Make me an offer.” No this isn’t a scene from an old Monty Python. According to press reports is the nature of the dialogue between Angela Merkel and Theresa May about the UK’s desire for a bespoke trading arrangement with the EU.