By Ben Byth | 12.10.21
Fixing Legacy and Precedent Issues
Have you ever been in a situation where a current agreement in place needs to be fixed? It could be due to a…
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By Ben Byth | 05.10.21
Combatting Bias in Negotiations
We are all increasingly aware of the importance of addressing bias in critical decisions like recruiting, promotion and remuneration. But what…
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By Ben Byth | 28.09.21
The Fallacy of Being Adversarial to get the Best Deal
Recently I was assisting a client on an important deal when their boss turned to me and said: “If I don’t hear our counterparty complain about…
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By Ben Byth | 21.09.21
Executive Involvement in Negotiations
As we start to consider a mass vaccination way of life and a new managed COVID normal, most organisations will…
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By Ben Byth | 14.09.21
Getting on the Front Foot with Grievances
It is surprising that I am still amazed when a client’s problem almost precisely matches one of our cases. I say surprising because they virtually always do… after 40…
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By Ben Byth | 25.08.21
Coronavirus – Questions into the Future
Little did we know: a strange lockdown in Wuhan in early 2020 was going to have a profound impact on…
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By Ben Byth | 20.07.21
The Negotiator’s Response to Unreasonable Demands
Every now and then someone will make a demand of you that you can’t help but feel is unreasonable. Your…
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By Ben Byth | 16.06.21
Offering A Fee Reduction (Without Being Asked)
Why would you offer to reduce my fee… this company has a serious problem! I was dreading a call to…
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By Ben Byth | 03.06.21
Words… The Currency of Negotiation Part 2
“Ignorance killed the cat, curiosity was framed…” The source of this quote is unknown, but it illustrates an important truth for…
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By Ben Byth | 19.05.21
Words… The Currency of Negotiation
Negotiation is a specialised form of communication to resolve a conflict. The means is talking to each other through using…
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By Ben Byth | 27.04.21
Should I cut the Bow or the Stern off?
In commercial and personal negotiations, it doesn’t take long before an unreasonable request or demand is asked of us. A…
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By Ben Byth | 13.04.21
Creating Value in Negotiations
The word ‘creative’ is seldom used to describe a negotiator, yet it is creativity that generates value in negotiating. If…
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