By Ben Byth | 31.03.21
Turning The Tables – 3 Tips For When The Negotiation Power Isn’t In Your Favour
“If you don’t like how the table is set, turn over the table”. Frank Underwood, House of Cards A client…
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By Ben Byth | 16.03.21
Why Do We Let People We Don’t Like Scuttle Our Deals?
It is surprising how many deals do actually get put together, given how fragile deals can be, how many things…
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By Ben Byth | 09.03.21
Fairness in Negotiation – an Expensive Lesson
Our experiences of the pandemic may well bring a greater emphasis on fairness in negotiation. My thoughts on ‘fairness’ grew…
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By Ben Byth | 02.03.21
Great Negotiators Make Great Leaders
Is it any surprise that when we look around, so many captains of Australian industry have done a Scotwork program…
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By Ben Byth | 16.02.21
How to Sell Fresh Air
The ABC news reported that hotel guests under Covid quarantine were being charged $1400 for access to fresh air during their compulsory…
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By Ben Byth | 09.02.21
The Number One mistake
If you ask me what the number one mistake is when it comes to negotiation – I would tell you…
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By Ben Byth | 02.02.21
Negotiating within a Cultural Context
I’ve found recently that many of my informal discussions with clients, colleagues, family and friends have had a common theme to them – cultural differences. It…
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By Ben Byth | 19.01.21
It’s Okay to Leave Some Value on the Table
One of the biggest deal-killing manoeuvres we see in any commercial or internal transaction is where one party feeds their…
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By Ben Byth | 12.01.21
Obliquity – An Indirect Route to Success
Professor John Kay an economist, has written a fascinating book on the subject of obliquity (taking the indirect route). He first…
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By Ben Byth | 10.11.20
Dealing With Negotiation Nightmares
Regardless of our positions or industry, we all will deal with difficult people at some point or another. For some,…
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By Ben Byth | 03.11.20
Moving From No to Yes in Negotiation
It’s something most of us hear on a day to day basis (and if you’re a parent you probably hear…
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By Ben Byth | 27.10.20
Defending Difficult Decisions in Negotiation
Every now and then you will find yourself sitting across the negotiation table in a position which is very difficult…
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