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REAL-WORLD INSIGHTS

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Published: Aug 30 , 2021
Author: Brian Buck

“Greed, for lack of a better word, is good,” said Gordon Gekko in the movie Wall Street. That sentiment has been the Achilles' heel of many negotiations. I was recently working with a group of people from a technology company who looked at negotiating as a win-lose proposition. They felt that it was all about dominating the other party, taking them for everything that you can. They literally believed that negotiation was the instrument of greed, and that notion has had a tremendous impact on how they resolve conflicts.

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Published: Apr 05 , 2018
Author: Annabel Shorter

In December 2015 my now-husband and I finally spotted a wedding venue that we thought was right for us. Inspections were made and options considered. By January we were in agreement that this was the place for us and that May 30th of that year was the…

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Published: Mar 23 , 2017
Author: Robin Copland

Just when is a deal not a deal…? I heard this story from a friend of mine the other week; there are some lessons to be learned! So, my pal is a developer and is building some houses on what is essentially a square site. Two sides of the square can be accessed from the road in a neighboring housing estate and the other two are beside a field owned by another developer. There is a huge pile of muck to shift before the actual building project; this phase is known in the trade – and not unreasonably - as a "muck-shift"! As there will be 80 -100 lorries coming in and out each day for 6 weeks, it was considered more convenient to access the site over the field, so an approach was made to the developer to discuss the terms under which he would allow access. This is a standard arrangement and the deal typically is that the field would be returned to the owner in its original condition. Developer makes a bit of money, where otherwise he wouldn’t; homeowners in the adjoining estate are less inconvenienced; builder does not need to spend money cleaning the streets and getting them back to a usable state at the end of the project. Win-win.

Published: May 14 , 2015
Author: Stephen White

The recent Argentinian film ‘Wild Tales’ is a compilation of six unrelated fictions about people in desperate situations. I would recommend it to anyone who likes entertaining storytelling, but one of the segments has particular interest for negotiators.

Published: Dec 01 , 2014
Author: Alan Smith

It is a very simple equation to look at how margin is impacted by the price a company charges for its products. Take a very easy example of a company whose P&L sheet looks like this;

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Be Angry. Then Do This . . .

I can’t wait for the New Year to tell you all about a personal negotiation I was just in that sent my blood boiling! The deal isn’t completely done yet, so I don’t want to jinx it. (In case you’re wondering, no, I’m not superstitious — that would be bad luck.) However, in this deal, something happened that triggered an immediate and angry response. I bring it up because even as a highly trained and experienced negotiator, my emotion was getting the better of me. That is, until I did the following . . .

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