What are the three types of Negotiating No?

Every negotiator gets a No, regularly. If you don't get a No regularly, then you are too generous and leaving too much value on the table. Negotiators shouldn't be afraid of No because No helps define the limits of the current negotiation. So, what should you do when you hear No?

Gary Peacock, NegotiationGary Peacock8 December 2017Negotiation, BATNA, ConsequencesComment

Are your KPI's costing you money?

Recently we chaired a panel session at a conference run by the Medical Technology Association of Australia. The title of the session was Sustainable Healthcare, a panel discussion exploring the differing business needs of suppliers and hospitals. While it was about health, the problems with KPI’s apply to many businesses.

Gary Peacock, SAMGary Peacock4 December 2015KPIs, Short-term, Long-term, Consequences, SustainabilityComment

How can you be unique, but persuaded in predictable ways?

You are different, there's nobody just like you. So, how can we be persuaded in predictable ways? Well, there's a one word answer: process. We can all be persuaded in predictable ways by using a process. This process needs to be based on understanding the psychology of persuasion.