By Ben Byth | 14.03.19
Coaching your Negotiation Opponents
Why I try to up-skill my opponent’s negotiating capability Anyone can negotiate effectively when they have a lot of power. Our…
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By Ben Byth | 28.02.19
Emotion is Your Enemy
When negotiating, your emotions can be your worst enemy Believe it or not, I used to be a very quick wing on the football (soccer)…
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By Ben Byth | 21.02.19
Less Whinging More Proposing
As humans we love a whinge don’t we. And truth be told – we’re pretty good at it. It’s a fact of life…
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By Ben Byth | 05.02.19
The Winner Takes It All…Don’t They?
How do you define negotiation? Or rather – how do you define what successful negotiation looks like? I recall a…
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By Ben Byth | 22.01.19
Maybe I’m the Problem
An interesting discussion with my uber driver led me to reflect on some of my more testing relationships. He said…
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By Ben Byth | 06.12.18
Influence, Persuasion and Negotiation
“You’re fine the way you are!” If I’ve taught you, you may have heard me say that. What I mean…
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By Ben Byth | 04.12.18
Good Questions
More often than not, it is clear if a negotiation will be successful or not by the quality of questions…
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By Ben Byth | 22.11.18
Relationships in Negotiating
It doesn’t matter whether we are talking with buyers or sellers, managers or staff, nearly everyone we talk to has…
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By Ben Byth | 15.11.18
Goodwill is a Bottomless Pit
Walking past our marketing colleague’s desk, I noticed she was working on a blog with the title “The A-Z of…
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By Ben Byth | 25.10.18
Do You Know What’s Important to the Other Party?
Sometimes we find brilliant examples of good negotiation behaviour in the most unexpected places. A recent article in an online magazine aimed…
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By Ben Byth | 18.10.18
No One Likes Being Told What To Do
Who likes to be told what to do? As anyone with children will tell you, sometimes even the smallest non-contentious (or…
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By Ben Byth | 20.09.18
Closing Concessions
Dying throws Be wary of what is lost or gained in the dying throws of a negotiation. We might be…
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