In a previous blog, we explained some of the reasons the Brexit negotiations are so difficult.
Imagine for a moment, that you have been given the job of leading the negotiations. How would you prepare? Let's start at the end. Assuming we have a deal, who has to approve it?
Read MoreSo, the UK has voted for Brexit. What's next? Negotiating the exit. What does this involve? Part of this is Article 50, where the UK has to give notice it's leaving. There's good news and bad news about Article 50. The good news is it's only 300 words and the bad news is it's only 300 words. Why both good news and bad news?
Read MoreOne of the toughest negotiations is when one side wins and the other side loses. For example, a mining company wants to mine in a forest area and a local government wants to stop the mine because they want to preserve the forest. If one side wins, the other loses.
This is so difficult because each side brings a position and then spends all their energy defending their position or attacking the other side's position.
In the toughest negotiations, we need to look beyond positions and explore interests.
Read MoreImagine the phone rings, a voice says we have kidnapped Jill and you need to pay $500,000 in 24 hours to get her back alive. The phone goes dead, what should you say next time the phone rings?
Before we answer the question, let’s consider ...
Read MoreOver the past 25 years I have enjoyed working with individuals and teams on live negotiations in Singapore, Malaysia, Hong Kong and China.
Cultural differences in negotiations tend to occur because we overlook or ignore small differences that can be amplified into major issues.
Read MoreOne of the most common problems people selling complain about is pressure to reduce their prices. There are several ways to prevent price pressure. In this blog we will discuss how to resist price pressure when negotiating.
Read MoreAt the end of a failed negotiation too many people blame bad karma for the result. Often they failed because they got to the negotiation table too quickly. The rush was to negotiate, where it should be to prepare.
Read MoreClearly in most negotiations involving technology it is becoming harder for negotiators on the supply side to show the strategic value of the technology to organisations on the buying side.
Clarity is required not around the features and benefits, but around the value piece.
Read MoreI 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.
Read MoreAll of us have been in a negotiation that has ended with a much better outcome and greater satisfaction than predicted with the result based on how well we communicated with the other person. I have the great privilege of working on 'live deals' all over the world and get observe many great negotiators.
My research observations in these live scenarios would suggest quite strongly that the way a negotiator 'frames' their communication has a direct and substantial impact on the outcome of the deal.
Read MoreRecently, I worked with a team on a live negotiation with a private hospital. The deal was for medical supplies and drugs worth about $25 million a year for a three-year contract.
During the preparation I noticed two behaviours in the team. First, team members could not focus on preparation. The culprit being constantly handling their smart phones. Second, how quickly the team’s energy levels dropped during the day.
Read MoreJuly 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.
Read MoreYou will at times have problems with your major accounts or an issue will arise at a critical negotiation; re-think your approach and frame your response in possibilities and not what can’t be done.
Read MoreWe went from Australia to New York, Krakow, Warsaw, Paris, London, Dubai and then back to Sydney. The preparation for 5 people to travel that distance in a month was extraordinary.
However, it also meant that as problems arose, as they did, we were able to change our mind quickly, because of the preparation. Often working on live negotiations the more we prepare, the more we play with ‘what if’ possible solutions. The more we role play, the more we test possible ways of dealing with problems. This means that we can start negotiations not focused on stated positions, but examining the common ground that exists between all parties. We become a problem solver and solutions happen quicker.
Read MoreFarm life has many lessons for the agile negotiator. As some of you know, my wife, 3 daughters and I own a farm 2 hours of north of Sydney in the beautiful Hunter Valley. It is a lifestyle farm of nearly 13 acres, river frontage and a handmade timber and mud-brick house. A great place to recharge and reflect on life. It also helps to have one of the most popular vineyards in the Hunter Valley, Camyr Allyn, http://www.camyrallynwines.com.au/ just up the road.
Read MoreI have been approached a couple of times in the last couple of weeks for information on where clients can attend public programs on Negotiation. We are pleased to announce we are now presenting these programs through UTS.
Read MoreHow does one transform a sometimes hostile, high stakes negotiation into an empathic process of cooperation? That question has puzzled and frustrated negotiators for decades. A while ago, I sat down for a chat about preparing for high stakes negotiations with Stephen Kozicki, best-selling author, business educator and Australia’s leading specialist in breakthrough business strategies. How he handles high-stakes negotiations will most likely change the way you think about role-play simulation.
By Soren Malmborg
Read MoreWe are delighted with the appointment of Steve Wozniak as an adjunct professor at the University of Technology, Sydney in December 2014. His passion and enthusiasm will bring an innovative perspective to the university.
Read MoreWhen consulting on the toughest negotiations, we often see our client has missed the bus. Have you missed the bus: do you know the other parties’ problems and business priorities? ...
Read MoreThere are a lot of clichés around about success and luck. I often tell negotiators the better your negotiation plan, the better your questions and the better you frame value, the luckier you can be...
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