Get the latest views and opinions from some of the most experienced negotiation specialists.
Published: Jun 01 , 2017
The dilemmas continue in Part 2: Do we make the first proposal or respond? Do we bluff or not? And how do we define a good deal? Propose or Respond This is a source of much debate among negotiators. There is a view that those who hesitate longest, win. Making the first proposal is seen as a sign of weakness. While this may be true in some isolated situations, there is a general view supported by academic research that making the first proposal provides a number of distinct advantages. Making the first proposal allows you to set the agenda for the negotiation. It also allows you to effectively anchor the negotiation at your most favored price point within the bargaining arena. So forget the image of the Mississippi riverboat gamblers waiting for the other party to break first and seize the initiative in the negotiation by making the first proposal.
Published: Dec 03 , 2015
Author: David Bannister
Here in the UK in the Autumn and the first part of Winter a televisual phenomenon hits our screens on a Saturday night. It’s called ‘Strictly Come Dancing’ or just ‘Strictly’ to the real addicts. A number of so-called celebrities are partnered with professional dancers and week by week they compete against each other in a knockout competition where viewers’ votes decide which contestant will be eliminated each week. Almost ten million eager followers tune in to this programme in the months it is on our televisions.
Published: May 30 , 2014
Author: Stephen White
Until yesterday I thought that the bid by US pharma giant Pfizer for UK based pharma giant AstraZeneca was a flash-in-the-pan piece of opportunism. We first heard of the plan at the beginning of May, when an offer of £50 per share was tabled. The merger would create the largest pharmaceutical company in the world. It was based on two premises, firstly that AstraZeneca were weak because their product portfolio contained a number of high-profit drugs which were coming to the end of their patent protection, and with nothing much in the R&D cupboard to replace them, and secondly because it gave Pfizer an advantage by enabling them to move their head office to the UK and save loads of tax in an avoidance wheeze...
Published: Aug 22 , 2013
Author: John McMillan
It is said that the two happiest times in a sailor's life are the day they buy a boat and the day they sell their boat. I have a third occasion which beats even these. It is also said there are two types of sailors: those who like painting and those who like sailing. I fall into the latter category; maintenance is boring; sailing is fun...
Published: Mar 16 , 2012
Author: Alan Smith
Terribly difficult question. If you don't know the answer that is. PC Stout was completely flummoxed when a cyclist he had stopped for (allegedly) running a red light in London turned on him and asked on what basis he was being challenged.
Published: Feb 24 , 2012
Author: Tom Feinson
Back in the day and before agents rose to prominence, a footballer, having just made his debut for England, decided to ask his club manager for a pay rise. After all his stock was on the rise; surely other clubs, for example, would be interested in him?
Published: Feb 10 , 2012
Author: Stephen White
Two accounts clerks and their manager are walking to lunch when they find an antique oil lamp. They rub it and a Genie comes out. The Genie offers each of them one wish.' 'Me first! Me first!' says one of the clerks. 'I want to be in the Bahamas , driving a speedboat, without a care in the world.' Puff! He disappears. 'Me next! Me next!' says the second clerk. 'I want to be in Hawaii , relaxing on the beach with my personal masseur, an endless supply of Pina Coladas and the love of my life.' Puff! She's gone.
Published: Jan 13 , 2012
Author: Alan Smith
Everybody should be advised to take at least two drink-free days a week, say MPs, who urge in a report that safe drinking guidelines should be revised because they are confusing. Even more confusing after a couple of beers!