REAL-WORLD INSIGHTS

Published: Dec 03 , 2019
Author: Ben Byth

There are many reasons why proposals get rejected, and it is our job as negotiators to surface and remove the roadblocks. However, sadly many people subconsciously scuttle and roadblock their own proposals before they are even made. Some key tips to increase the likelihood of success...

Published: Nov 26 , 2019
Author: Keith Stacey

Many believe that it was a once in a hundred-year hurricane, Katrina that inundated New Orleans in 1996. The hurricane almost missed the city, but when combined with twenty-five centimeters of rainfall, it overwhelmed the levees that protected the city from flooding. The potential threat to the city had long been recognized. In early 2001, The Federal Emergency Management Agency identified the three most serious threats to the USA as: 1) a hurricane strike on New Orleans; 2) a terrorist attack on New York; and, 3) an earthquake in San Francisco...

Published: Nov 19 , 2019
Author: Tyler Hall

There is a misconception that when you are negotiating with someone who is not very skilled at the art of negotiation, you will get a better deal. In fact, it’s actually more difficult. Why? When you’re engaged with a counterparty who has poor negotiating skills you’re likely to encounter the following scenarios...