REAL-WORLD INSIGHTS

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Published: Jan 22 , 2019
Author: Ben Byth

An interesting discussion with my Uber driver led me to reflect on some of my more testing relationships. He said that both he and his wife had met with their daughter’s teacher. One felt the teacher was very difficult to deal with, the other said that the teacher was very cooperative...

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Published: Dec 04 , 2018
Author: Ben Byth

More often than not, it is clear if a negotiation will be successful or not by the quality of questions being asked. Good negotiating questions will surface lots of new information about your counterparty’s worlds, their flexibilities and other interests. In contrast, poor questions will typically make it harder.

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Published: Nov 22 , 2018
Author: Ben Byth

It doesn’t matter whether we are talking with buyers or sellers, managers or staff, nearly everyone we talk to has something to say about how important relationship is to them.

Latest Blog:

The Winner Takes It All...Don't They?

How do you define negotiation? Or rather – how do you define what successful negotiation looks like? I recall a somewhat humorous interaction I had with a former colleague awhile back. At the time, we were having a small in-office celebration...

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