REAL-WORLD INSIGHTS

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Published: Nov 11 , 2015
Author: Robin Copland

Negotiation is a trading process. Look out for the opportunity to close the deal and it could make a significant difference to any concessions you make. It is as if it was yesterday and I can see their faces yet - stern, unbending, implacable. The setting was innocuous enough - a small meeting room in the hotel for which I was Sales Director. On one side of the table, I sat with the General Manager and on the other were two senior managers of a large computer company whose main European plant was situated twenty miles down the road...

Published: Sep 28 , 2015
Author: Jared Bamford

We have all witnessed professional sports people choke under pressure, however it doesn’t always happen on the world stage or in the sporting arena. It happens anywhere the stakes are high and we don’t want to fail… this includes during negotiations. A recent study looked at what our brains do when we choke. The study involved 26 adults playing a video game while lying in a MRI scanner. They were told that they could win or lose money on each game. To up the ante, were told that they could win or lose it all on one random game.

Published: Sep 11 , 2015
Author: Alan Smith

Habits are one of the most useful things we can slip into. If we didn’t habitually do much of our daily lives we would simply be unable to deal with the sensory overload that modern life has become. Just imagine what a drag it would be if we had to consciously think about breathing, blinking, walking, how to make a cup of tea? Nothing would get done. So patterns of thinking are naturally ingrained in our psyche. There are however dangerous limitations to the benefits that repetitive thinking and behaviour clearly has...

Published: Dec 09 , 2014
Author: 

Spider-Man’s other superpower must have been negotiation, because nine times out of ten he got what he wanted. Often he chose to simply suggest that he would take his business elsewhere and walk away, leaving Jonah Jameson floundering before running after him with a big cheque.

Published: Jan 23 , 2014
Author: Alan Smith

Many times in the classroom I have been asked a seemingly simple question. Is everything negotiable? For an answer, take a look at the current stand-off between the UK Liberal Democrat party and Lord Rennard. What a mess!

Latest Blog:

Negotiating with Your Nemesis – Yourself!

You probably have numerous regular negotiations throughout the year - with both internal and strategic external parties. However, there’s someone you negotiate with more frequently - yourself! I believe there are two critical moments where we become our own worst enemy in a negotiation...

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