Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: May 16 , 2013
Author: Alan Smith
Asking good questions that are tough, direct and specific is one of the key things we can do to improve the quality of our negotiation behaviour and resulting outcomes...
Published: Aug 10 , 2012
Author: David Bannister
Some years ago, I was teaching a management course in the Far East. My words were to be consecutively interpreted to the class so I had to send all my material for translation in advance. One of the exercises I used was a version of the ‘Prisoner’s Dilemma’, a game where the participants’ integrity is challenged and where they can be tempted to try to gain advantage over other participants by saying one thing and then doing something else to ‘win’ the game...