By Ben Byth | 03.12.19
Stop Scuttling Your Own Proposals!
There are many reasons why proposals get rejected, and it is our job as negotiators to surface and remove the…
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By Ben Byth | 26.11.19
Build It Before You Need It
Many believe that it was a once in a hundred-year hurricane, Katrina that inundated New Orleans in 1996. The hurricane…
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By Ben Byth | 19.11.19
Dealing With Unskilled Negotiators
There is a misconception that when you are negotiating with someone who is not very skilled at the art of…
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By Ben Byth | 12.11.19
Don’t Assume It’s All About the Money When Negotiating!
A friend was working in a sales role and was pretty comfortable with his lot in life. He was hitting…
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By Ben Byth | 05.11.19
The Limits to Memory
How many times have you gone to the supermarket to buy a short list of items? A list that you…
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By Ben Byth | 22.10.19
A Rental Negotiation
The real estate agent contacted me to let me know that my lease was up for renewal in a month’s…
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By Ben Byth | 15.10.19
Silos Stifle Negotiations
I’m not sure if he had ever had a tour of the factory before, but one of the sales guys…
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By Ben Byth | 08.10.19
Excellent is the Enemy of Good
Stage one was now complete with cleaning up under the house – over half of the clutter had been carted…
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By Ben Byth | 01.10.19
A Proposal Beats an Argument
While there are some of us out there who enjoy arguing, most of us mere mortals would much rather do…
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By Ben Byth | 24.09.19
Beginning With the End in Mind – Negotiations
Recently I ran out of storage space for all the stuff I’d accumulated. After years of procrastination, I knew I…
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By Ben Byth | 17.09.19
Negotiating with Your Nemesis – Yourself!
You probably have numerous regular negotiations throughout the year – with both internal and strategic external parties. However, there’s someone…
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By Ben Byth | 10.09.19
Loosening the Lead in Negotiations
Been watching the dog-father lately? Well it’s a ‘must watch’ show for all successful negotiators. In a recent episode there’s…
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