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Published: Aug 18 , 2016
Author: Sam Macbeth

A recent article in The Wall Street Journal headlines “Apple’s Hard-Charging Tactics Hurt TV Expansion - In search of its new big thing, possibly TV, Apple has alienated cable providers and networks with an assertive negotiating style; ‘time is on my side’" they are saying Apparently, they’ve been in discussions with various potential media partners since 2009, with no end in sight. During this period, Apple’s demands have included things such as long term frozen monthly rate per viewer, access to selected premium channels, full ‘on demand’ seasons of hit shows, rights to a vast cloud based digital video recorder, and set top box Apple ID sign in. They haven’t quite asked for the kitchen sink yet.

Published: Mar 21 , 2016
Author: Ben Byth

While I’m no Dr. Chris Brown, my dog is usually well behaved; that is until we are at home. While we are out he ‘comes’ and ‘sits’ on command and thankfully does everything required to give the illusion that I’m in total control. It is at home that that he makes me look bad...

Published: Feb 04 , 2016
Author: Jared Bamford

I went recently went back home to New Zealand to spend time with my family. As usual there were plenty of opportunities for in-depth conversations over numerous cups of coffee and home cooked meals. On one such occasion my father told me a story about his first job as a Postie, when he was in his mid-teens.

Published: Nov 13 , 2015
Author: David Bannister

I wrote in this blog about three weeks ago about the commitment given by the UK Prime Minister, David Cameron, to write to the President of the European Council, Donald Tusk, setting out the demands which the UK would make in its negotiations with the EU prior to a referendum of the British people some time before the end of 2017 which will decide if the UK remains a member of the EU...

Published: Nov 06 , 2015
Author: Alan Smith

Am I reading this right? We're all getting fat because we eat too much and don't exercise enough. Right? Well, not if you look at the debate about fat versus sugar now playing out. For years it was thought fat was bad for you: it made you get fat, so low-fat food was good. But the 'fat is bad' dogma is being widely challenged. Carbohydrates, including sugar, are increasingly viewed as the evil, fattening, toxic ingredient...

Published: Oct 30 , 2015
Author: Stephen White

It is fashionable for radicals to kick against the political establishment... Similarly it is fashionable for journalists to kick big business. Starbucks for avoiding tax, VW for tucking-up consumers, Tesco for manipulating their suppliers into unfavourable trade terms, and FIFA (yes, FIFA is first and foremost a business) for corrupt practices.

Published: Oct 16 , 2015
Author: 

UK FMCG giant Tesco’s travails over the last few months have been many and varied. Recently they topped a grocers code adjudicator list for supplier complaints an in a recent survey only Iceland received a lower score from its suppliers, it must be cold there. For those that operate in this environment I imagine that this comes as no surprise and to be honest in my experience Tesco are not markedly worse than any of the Big 4. They all appear to operate on the basis that they have all the power and they can break and fix supplier relationships at will but is the worm turning?

Published: Jul 10 , 2015
Author: Robin Copland

A mate of mine recently visited New York on business and found himself with a spare half day or so, needing to be filled. It being February, the joys of Central Park were lost on him so, after a moment’s thought, he took himself off to the Metropolitan Museum of Art, there to see their collection of JMW Turner’s paintings in gallery 808. It’s on the second floor; a bit of a hike from the front door if we are going to be honest, but there we are. He’d seen the film (Mr Turner; worth a look if you haven’t seen it) and he was determined to see three of the great man’s paintings that hitherto had escaped his first-hand study...

Published: Nov 10 , 2014
Author: Scotwork New Zealand

David and Goliath has always been the traditional underdog story. The little shepherd boy slays the mighty warrior. The story has inspired many negotiators throughout the years to "have a go" but could there be another explanation as to how David won? Should we really be feeling sorry for Goliath? What are the real lessons for negotiators here? Watch Malcolm Gladwell's TED talk and take note of the lessons below.

Published: Nov 06 , 2014
Author: Keith Stacey

This charming anecdote provided to remind us that trading opportunities abound and it is only our failure recognize them that limits our potential. In her wonderful book “Notebooks” Betty Churcher, ex-Director of the National Gallery, recounts a visit to the Museum of Modern Art in New York.

Published: Jun 30 , 2014
Author: Robin Copland

When companies get good at providing a service, it becomes convenient to put more and more business their way. They provide an efficient route to market; they give suppliers the chance to make one big delivery instead of four or five smaller ones; their marketing campaigns are slick and entice more customers through their – sometimes electronic – doors...

Published: Jul 20 , 2012
Author: Stephen White

There is a sweet story about an elderly man who is woken at 3.00am by his wife, who can hear strange noises outside the house. He opens the bedroom curtains and sees robbers stealing some of his stuff from the shed at the bottom of the garden. He calls the emergency line, explains what he can see, and asks for police assistance immediately. ‘Are they actually in your house?’ asks the operator. ‘No’, he says, ‘I’ve told you. They are in the shed at the bottom of the garden’. ‘We don’t have anyone available at the moment,’ says the operator ‘but we will send someone along within 2 hours’. The man puts the phone down, waits thirty seconds, and calls back to the police....

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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