Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: Sep 29 , 2020
Author: Ben Byth
Have you ever been in a position where you have taken a deal from heaven only to get back to the office and have your boss point out something you missed? Suddenly the deal from heaven has turned into the deal from hell!
Published: Sep 22 , 2020
Author: Natasha Barton
You’re a skilled negotiator. It’s what you do, and you love it. You’ve lost count of how many negotiations you’ve been involved in, whether it be internal or external. And the majority have been successful. But has there ever been one (or more than one), that has gotten away from you? You replayed the negotiation in your head, and upon reflection, it appears that you’ve done everything right. Your preparation was on point, you asked killer questions, you had all the right information, you traded, and there was value on the table for both parties. But for some reason it didn’t work, and you just couldn’t figure out why.
Published: Sep 15 , 2020
Author: Tyler Hall
You are out for a drink and the bartender asks you – “What would you like?” to which you reply “Guess!”. “Alright then” he says, “How about a red wine?”. You shake your head to this and say “No, that’s not what I want. Guess again.” After much back and forth, the bartender is justifiably irritated and through gritted teeth he tells you “I have other customers I need to serve, you look like someone who would enjoy a refreshing Sauvignon Blanc so I’ll pour you one of those. Enjoy your night.” This is a silly analogy to what I observe every week in most negotiations. Often there is a lack of specific disclosure as to what it is that the party wants or they take a long time to bring this information forward...