By Ben Byth | 28.08.17
7 Tips for Creating the Ultimate Negotiation Wish List
Are you using a wish list during your negotiations? Perhaps you’re aware of their use but not convinced of their…
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By Ben Byth | 16.08.17
Don’t Argue – Just Trade their Opinion
Have you ever been in a discussion where the other party has an opinion with which you do not agree or just doubt its…
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By Ben Byth | 28.07.17
The Cricket Dispute
Editor’s Note 07/08/2017: This post was originally published in July 2017 and has been updated for accuracy and comprehensiveness. Australia’s millionaire…
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By Ben Byth | 28.07.17
Are you blinded to good news by focusing on the bad?
Are you blinded to good news by focusing on the bad? Sometimes it is harder to spot the good news…
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By Ben Byth | 13.06.17
How Desperate Are You?
Desperation is a good look on the football field if you want to impress the coach. However, in negotiating there…
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By Ben Byth | 13.06.17
Greedy Deal
Late last week, while busily preparing our response for an RFQ, I was met with a series of interruptions from…
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By Ben Byth | 23.03.17
Omnibus or Blunderbuss
[image not found] Politician-“bashing” has become all too common. I do not want to add to the volume of criticism,…
Read the post By Ben Byth | 22.03.17
Welcome to my World
This is a valuable technique when faced with demands from the other party. It combines structuring their expectations with a…
Read the post By Ben Byth | 20.02.17
Dilemmas of a Negotiator – Part 1
There are a number of dilemmas we face as negotiators. In part 1, we firstly look at whether we should…
Read the post By Ben Byth | 20.02.17
Dilemmas of a Negotiator – Part 2
The dilemmas continue in Part 2: Do we make the first proposal or respond? Do we bluff or not? And…
Read the post By Ben Byth | 09.01.17
Testing Assumptions
I was recently running a number of breakfast masterclasses around Australia called “The Negotiating Games”. At the Adelaide session, as…
Read the post By Ben Byth | 09.01.17
FBI Negotiation Techniques – Part 2 – Empathy
The goal of the FBI hostage negotiator is to, “work with the person in crisis towards a peaceful solution that…
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