Dear Amazon, New York doesn't want you: Negotiation Know-how

In case you missed it, the Guardian headline in November 2018, told the story in just seven words. Amazon had announced, with New York Mayor Bill de Blasio and Governor Andrew Cuomo, they would open a major office in New York. This office would bring 25,000 jobs paying more than US$100,000. With a deal negotiated with the two decision makers, what could go wrong?

Gary Peacock, NegotiationGary Peacock21 May 2019negotiation, Amazon, multi-party negotiation, Support, ImplementationComment

Why Should You Negotiate for Data?

Next time you negotiate with a strategic customer, ask them to include more data. To understand the value of data, imagine you are a director of a radiology company with millions of digital images. A company asks to buy 100,000 images plus your diagnosis of each image. This company will use these images to train Artificial Intelligence to analyse images automatically. How much will you sell them for?

Gary Peacock, NegotiationGary Peacock6 May 2019Data, negotiation, value, QuestionsComment

Negotiators Need a Framework and Need to be Stress Tested

Some companies and industries are slowing down for their summer holidays and end of year celebrations. However, in other industries like the pharmaceutical and healthcare sectors, January is busy with training and planning for 2019. Last week, a manager asked, “How do teams prepare for negotiations with major accounts?”

Negotiation, Stephen KozickiStephen Kozicki10 December 2018negotiation, Simulation, Negotiation Framework, ValueComment

What is your risk-taking style when negotiating?

There are two main risk-taking styles on the continuum. It is important to know your basic style, as it has a great impact on your willingness to take risks during a negotiation. But, regardless of your personal style, you will move along the continuum and back again during a negotiation.

Negotiation, Stephen KozickiStephen Kozicki27 October 2017negotiation, risk-taking, valueComment

How can you become a successful negotiator? (Part 3: Principles of Negotiation)

In a previous blog, we looked at the outcomes of negotiation. To reach these outcomes you need to take into account your own principals and those of the parties with who you are negotiating.

Negotiation, Stephen KozickiStephen Kozicki3 March 2017negotiation, Principles, Agenda, Planning, Preparation, Walk-awayComment

A great negotiation question

I have been studying and practicing Negotiation for three decades. For much of that time I have understood the power of asking good questions. In the last few weeks I attended a breakfast being delivered by one of my colleagues, Stephen Kozicki, and discovered a great negotiation question.

Negotiation, Gary PeacockGary Peacock23 October 2015negotiation, Questions, value, deals Comment

Greece: Are the multi-party negotiations on debt finished?

July 13th, 2015: Greece has a deal, or has it?

When you read the fine print, there are many conditions and many qualifications which the seven-page statement from the summit says are: “our minimum requirements to start negotiations with the Greek authorities”. So, the multi-party negotiations are not over and will continue probably for months.