Get the latest views and opinions from some of the most experienced negotiation specialists.
Published: May 04 , 2017
Author: Alan Smith
Lots of people see negotiating as a series of tricks, tactics and levers, something of a game designed to undermine confidence and wrest control. They can be creative, innovative even, and against the unskilled often effective. The problem with a tactical approach, though, is when you come up against a skilled opponent. Anybody who watched England play Italy in the recent six nations rugby championship will have seen the Italians adopt a tactical approach that Eddie Jones, the England coach suggested was not rugby, but basketball. A crazy aberration.
Published: Sep 28 , 2012
Author: Robin Copland
There is more and more emphasis on the bottom line. Negotiators are getting ever more ruthless in their search for a “better deal” and sometimes the old “win-win” mantra is lost in the stampede. One of the tactics we see most often used by – and sometimes against – clients is the late introduction of a procurement specialist to a negotiation. In many cases, this person is introduced rather shamefacedly by the regular negotiator; the excuse is given that they are just there to cast a paternal eye over proceedings and check that the deal is watertight....
Published: Jul 13 , 2012
Author: Alan Smith
A mother passing by her son's bedroom was astonished to see the bed was ?nicely made, and the room clean and tidy. Looking more closely she saw an envelope ?propped up on the pillow.??It was addressed, 'Mum'. With trepidation, she opened the envelope and read the enclosed note with trembling hands. Dear Mum,? It is with great regret and sorrow that I'm writing to you. I have had to elope with my new girlfriend because I wanted to avoid a row with you and Dad.?? I am crazy in love with Stacy, and she is so nice, but I knew ?you would not approve of her, because of all her piercings, tattoos, her tight Motorcycle clothes and because she is so much older than I am....