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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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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