By Ben Byth | 08.05.24
Avoiding Over-Confidence in Negotiation
Confidence, when coupled with confirmation bias and a capacity for self-deception, is something to watch out for. Many important negotiations…
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By Ben Byth | 01.05.24
Negotiating Confidence – The Gift That Keeps On Giving
An important precondition for success as a negotiator is belief in your own ability to achieve positive outcomes. And don’t…
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By Ben Byth | 24.04.24
Curiosity: A Negotiator’s Superpower
In a recent article in The Australian Weekend magazine, Nikki Gemmel laments the dispiriting experience of driving through a long…
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By Ben Byth | 03.04.24
Negotiators Understand Difference
As we celebrated Easter recently, I was reminded of the different strategies each of my daughters demonstrated when it came…
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By Ben Byth | 20.03.24
The Negotiation Olympics
Welcome to the Negotiation Olympics, where the negotiating skill of elite athletes meets the optimism of a 1960s study! Strap…
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By Ben Byth | 06.03.24
Achieving Negotiating Mastery… and Keeping it Fun
K. Anders Ericson, an authority in the field of mastery of skills, estimates that across many fields from music to…
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By Ben Byth | 28.02.24
Repackaging: The Smarter Way to Handle Client Rejection
We’ve all been there. You present a proposal, brimming with potential, only to be met with a resounding “No!”. But…
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By Ben Byth | 21.02.24
How to Effectively Handle ‘No’ in Negotiation
Negotiation can be a challenging journey where both parties aim to secure the best possible outcome. One crucial aspect of…
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By Ben Byth | 14.02.24
Why Curiosity is Your Secret Negotiating Weapon
Don’t Be a Blind Bat in the Negotiation Bazaar… Ever heard the saying “Ignorance is bliss”? Don’t tell that to…
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By Ben Byth | 07.02.24
Why Empty Sanctions Shouldn’t Be Your Go-To Negotiation Tactic
Negotiation, in all its forms, is often compared to a strategic game of chess. Each move should be calculated, deliberate,…
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By Ben Byth | 17.01.24
Don’t Make This Mistake Before You Begin Your Negotiation
There’s a famous quote from Carol Frohlinger that all negotiators should take stock of: “Don’t bargain yourself down before you…
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By Ben Byth | 13.12.23
Why That One Concession Probably Won’t Be The End!
Now that everyone was on the hook to deliver, something that was previously agreed is no longer agreeable. They were…
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