REAL-WORLD INSIGHTS

Published: Aug 13 , 2019
Author: Tyler Hall

It’s much easier to get good agreements when you have the power balance in your favour. However, at some stage you will find yourself in a weak negotiating position. You can see just how skilled a person is as a negotiator if they are able to close a good deal from a weak position. Here are a few negotiation tips for if you find yourself in this situation...

Published: Aug 06 , 2019
Author: Tyler Hall

Long ago, the Wind and the Sun quarrelled over who was stronger. Upon seeing a traveller coming down the road, the Sun said: “Now we can end our dispute. Whomever of us can make that traveller take off his cloak shall be regarded as the victor. You begin.” The Sun retired behind a cloud while the Wind blew, blustered, and raged upon the travelling man. But the harsher he blew, the tighter the man wrapped his coat. At last, exhausted, the Wind gave up in despair. The Sun came out and shone in all her glory upon the traveller. Soon the man tipped his face up to the warmth. He removed his coat and basked in the Sun’s rays...

Published: Jul 22 , 2019
Author: Ben Byth

Interestingly, nearly every time I speak with someone who is reluctant to make a proposal, their fear stems from not knowing how much to ask for. They hope they can put a Goldilocks position on the table - not too hot and not too cold - however they know that the likelihood of guessing what will be ‘just right’ is virtually zero. They worry that their proposal will be rejected almost as much as they worry their proposal will be accepted...