September 19, 2017

Five ways to beat ploys

Ploys are used by negotiators all over the world to manipulate the outcome of a deal in their favour. Ploys can come at any stage of the negotiation and we often don’t even notice them (especially if they are played by an expert!). They are dangerous and frankly not the best way to secure a […]

The Negotiation Dance

I was at a conference not long ago and was struck by a comment made by a colleague. She said that she often thought of negotiation as a ballet. It was a beautiful dance when done by an expert but woefully awful when done by an amateur. This got me thinking. It is undoubtedly a […]

Perfection not guaranteed

Is there such a thing as the perfect deal? Is it a myth or is it achievable? If it is achievable, how do we measure it? First we have to define the perfect deal. Does it mean: I’ve done well in the deal? (But this suggests the other side didn’t get much from the deal, […]

The Art of Negotiation – Lessons from the Market

Things are not always what they appear to be. On a recent trip to East Asia I took the opportunity to visit a famous street market. Apart from wonderful street food, the market has a wide range of clothing and accessories that attracts both tourists and locals. One feature struck me. Why were so many […]

Is it ever OK NOT to negotiate?

I have been thinking about this a lot recently. It used to annoy me greatly when my father would go into a car showroom and ask for a new car: ‘What do you have? OK, I’ll take it.’ I couldn’t understand how the greatest negotiator I had known would not bother to even try to […]

The consequence of winning

Today I met someone who said something about negotiation that struck me as misguided: ‘I must be a great negotiator because I always get what I want.’ That can be taken many ways, perhaps as a warning (it was said at the end of our very first meeting about a project we are to work […]

Feeling lucky?

On a recent trip abroad I read an article in an in-flight magazine about how luck is valued in business. Many successful individuals have had (good) luck – whether a chance meeting, being in the right place at the right time, or a connection who can help them take advantage of a situation – play […]

Name your price?

A fascinating twist on appointing Jose Mourinho as Manchester United’s new manager has arisen. Apparently Chelsea still own the rights to Mourinho’s name in conjunction with any commercial products. How does this hold up negotiations? Club merchandise is a huge business, and unless United can secure the use of their newly appointed manager’s name on […]