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Business Is Not As Usual - Negotiating Through a Crisis.jpg

Published: Apr 21 , 2020
Author: Tyler Hall

There are more negotiations happening right now than ever before. Variations of terms, deferring of payments, discounting pressure, ripping up of contracts and relationships being put at risk. The next 3 to 12 months is a frightening tight rope for negotiators to maintain their own business continuity whilst preserving relationships with customers or suppliers or between business owners and their staff...

To Persuade or Negotiate That is the Question.jpg

Published: Feb 18 , 2020
Author: Tyler Hall

So often we are asked – what is the difference between persuasion and negotiation? We observe negotiations, discussions, and arguments with two types of dialogue - persuasive dialogue and negotiating dialogue. Persuasive dialogue is telling, selling, influencing and arguing to win. Negotiating dialogue is trying to discover the positions, constraints and priorities of the other party and also disclosing your own. We are trying to gain understanding in order to then trade on issues. So should I persuade or negotiate?...

Reading Signals in Negotiation.jpeg

Published: Jan 28 , 2020
Author: Tyler Hall

At Scotwork we talk a great deal about picking up on ‘signals’ during negotiation. These signals are glimpses into the other parties areas of flexibility which usually come in the form of qualifying words, body language and questions. The ability to discover areas of flexibility is always of great benefit when you are in a negotiation...

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The Ultimate Game Theory Strategy

‘The Prisoners’ Dilemma’ is a popular game theory example involving a two-person game of strategic interaction. One version is as follows. Two prisoners are accused of a crime. If one confesses and the other does not, the one who confesses will be released immediately and the other will spend 20 years in prison. If neither confesses, each will be held for only a few months. If both confess, they each spend 15 years in prison. This creates a paradox in decision analysis in which two individuals acting in their own self-interest do not produce the optimal outcome...

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