By Ben Byth | 13.09.22
The Importance of Understanding Negotiation Habits and Conventions
Organisations often have clear but unwritten conventions about how they do business, which are well understood by their staff and…
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By Ben Byth | 06.09.22
What Price is a Loaf of Bread?
“What price is a loaf of bread?” And what does it have to do with negotiation? We have seen journalists…
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By Ben Byth | 30.08.22
(K)nowing Better in Negotiation
Inexperienced negotiators fear rejection. They see ‘no’ as the end of the negotiation and immediately start working on an improved…
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By Ben Byth | 23.08.22
Conversations That Count
We have speed dating, fast food and even fast failure in startups and there is often an impatience to get…
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By Ben Byth | 16.08.22
If the Rabbit Suit Fits…
A key part of negotiating is the making of proposals. Proposals are an attempt to resolve the conflict at hand…
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By Ben Byth | 09.08.22
Kids Eat Free
Oh no, I broke my own rule – pay attention to your counterpart’s behaviour and adapt! Recently on a family…
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By Ben Byth | 02.08.22
The Gambler – a Master Class in Negotiation
As a lifetime student of negotiating, I’m going to share a secret with you: all you need to know is…
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By Ben Byth | 26.07.22
The Bad Apple : Part 2
In ‘The Bad Apple : Part 1’ we examined workplace behaviours which create conflict and proposed a way to resolve…
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By Ben Byth | 19.07.22
The Bad Apple : Part 1
Managers have a difficult job: they have to deal with people. A recent Royal Commission in Tasmania has uncovered a…
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By Ben Byth | 12.07.22
The Swordman’s Stance
I’m an old softy, so Scotwork’s advocacy for being a collaborative negotiator sits comfortably with me. But I’m also a…
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By Ben Byth | 05.07.22
The Secret Power of Mini Negotiations
One of the advantages of learning the art of negotiation, is that a whole range of unexpected negotiating opportunities materialise. …
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By Ben Byth | 28.06.22
Walk a Mile in Their Shoes
As negotiators we often focus on our issues, to the exclusion of trying to understand the other party’s objectives. This…
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