Don’t Mistake Negotiating for Haggling
A common negotiation mistake made by many salespeople is thinking that negotiation is about persuading the other guy that he…
The Role of Fairness in Negotiation
When it comes to negotiating in long‐term relationships we think fairness, or indeed perceived fairness, plays a big part in…
Control and the Negotiation Process: Are You Moving Fast Enough?
The connection between control and speed was immortalized by Mario Andretti: one of the most famous racing drivers of his…
Why you need a ‘walk-away’ negotiation strategy
As consultants we regularly talk to people on either side of the same negotiation – and we often notice that…
The Role Of Effective Communication In Negotiating
One of the questions we often get asked is “How do I negotiate when the other side are aggressive, rude…
Proposals in Negotiations
Like most areas of business life, negotiating is a dynamic, moving process which requires a flexible and creative approach if…
Negotiating with Kids
All I want for Christmas is a bit of peace. But, as the father of 2 children, I suspect I…
Artificial Intelligence and the Future of Negotiation
Artificial intelligence is now firmly embedded in the professional environment. What began as a curiosity has rapidly become a working…
Negotiation Behaviour Profiling
Understanding Negotiation Behaviour: Why the Need Emerged Before attending our negotiation courses, participants complete a questionnaire about the challenges they…
Negotiation Preparation: Our Best Tips for Success
Why preparing for a negotiation is important We firmly believe in the importance of preparing for a negotiation. When there…
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