Farm 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 MoreBefore confronting someone you want to persuade to take a different view of the world whether it’s your parents, or a key customer or supplier: take a deep breath. Most people have fallen into the speed trap when wanting to influence someone else and jumped in too quickly without really preparing their message.
Read MoreWelcome, and yes we are now in the Year of The Goat and the goat comes 8th in the Chinese zodiac calendar.
Most searches of the meaning of the year of the goat is centred on people who are calm, well-mannered and live peaceful existence. The Year of the Goat will be anything but calm and peaceful for you and your strategic accounts.
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How 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 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...
Read MoreToo many strategic plans become yearly reviews not dynamic plans for how to compete. As Michael Porter teaches, the objective of strategy is to win in the marketplace, delivering superior sustainable performance. His convincing argument requires ...
Read MoreOne of the great pleasures I have in working on live negotiations with senior global executives, is being able to watch great negotiators reach a successful outcome in tough circumstances. This is achieved through careful planning and a genuine connection with the other person or persons...
Read MoreLast week, Peter Browne from Gordian Business was presenting in Florida at the Strategic Account Management Association’s 50th Anniversary Conference. Peter was presenting a case study of a successful client who in a mature market grew profit ahead of their 5 year plans...
Read MoreI have just returned from projects in Malaysia and Singapore. The region is fast paced, chaotic, and full of opportunities and pitfalls. When dealing with these opportunities and pitfalls I am surprised with how agile successful people and companies are...
Read MoreOne of the key messages from each of those senior executives was that their business reality is changing and changing fast, that they are dealing with unprecedented competition in their markets...
Read MoreThe competitive market that we all operate within is changing fast; past successes are not predictors of future success. Your competition is changing and changing fast. The question is ...
Read MoreIn a consulting project in Beijing, the head of a global IT firm asked “What was the secret of being a successful negotiator?” In fact as they had global customers, “What was the secret of being a successful global negotiator?”
Read MoreWhat signals are you missing at the negotiation table?
The message for us all in negotiation is the better prepared we are, the more ...
Read MoreHave you ever arrived for a negotiation meeting to discover that ...
Read MoreI want to use this blog to focus on the part of your negotiation planning when you and your team have to ask this question, “What is the consequence of not reaching an agreement?” I use it when ...
Read MoreA skilled global negotiator will always connect at an emotional and rational level in the negotiation and will always ...
Read MoreHaving worked on live negotiations for the past 25 years, this often means that people don’t prepare as well for negotiations. The power of 4 is the four things we must do before we ...
Read MoreLike in many parts of the world, we are seeing some very good companies go out of business or need major injections of cash just to keep their doors open. There are many reasons for their demise, but one disturbing trend is ...
Read MoreAll of us have been in a negotiation that has ended with ...
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