As negotiators we often focus on our issues, to the exclusion of trying to understand the other party’s objectives. This… Read More →

The other day I was setting up a room, ready to lead a negotiating course in Brisbane and a smartly… Read More →

We had walked in from the cold, down a winding stairwell to a warm, inviting dining room in central Adelaide. We… Read More →

Negotiations can be divided into two broad categories: one-off transactions and long-term commitments. If it is the latter, then a… Read More →

People have long memories; particularly of slights, unfair treatment or complaints that haven’t been resolved. I was reminded of this… Read More →

‘The joke’ was heading towards life-support even before the Oscar meltdown.   Now, we have revelations about how a joke about… Read More →