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You have more power in negotiation than you think.jpg

Published: Nov 23 , 2017
Author: Ben Byth

As a negotiation specialist, I’m often asked what the best course of action is when the other party has all of the power. Maybe you are dealing with an incumbent or selling to a duopoly… so it may even feel like it is true that they have ‘all of the power’. While we could talk about what you do when it is true, my experience is that people typically have a lot more power than they might realise.

Transparency is a Non-Negotiable.jpg

Published: Nov 16 , 2017
Author: Jared Bamford

With the exponential growth in technology and the implications of that for the media industry, significant changes to the media landscape shaped by the duopoly of Google and Facebook are presenting media buying agencies with new challenges. Traditional advertising, along with traditional set commissions are being replaced by an increasing move towards digital advertising and incentives in the form of rebates-a highly debated and contentious current topic in the media world.

Streets Pay Negotiation Dispute.jpg

Published: Nov 09 , 2017
Author: Ben Byth

I quite enjoyed a recent article by Grace Collier in “The Australian” describing the pay dispute at the Streets Sydney factory. In particular, I was quite amused by the analogy that having a relationship with the Australian Manufacturers Workers Union (or any other) was akin to having a bear in your living room – ‘When a bear is in the lounge room, it is not the bear’s fault for behaving like a bear, or for being there, because someone let it in.’

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You Often Have More Power Than You Think

As a negotiation specialist, I’m often asked what the best course of action is when the other party has all of the power. Maybe you are dealing with an incumbent or selling to a duopoly… so it may even feel like it is true that they have ‘all of the power’. While we could talk about what you do when it is true, my experience is that people typically have a lot more power than they might realise.

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