Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: May 26 , 2016
Author: Robin Copland
I do not suppose that there is a perfect way of sacking someone. It is never nice and never easy – either for the manager doing the deed or indeed the victim. Neither, I suppose, is there is a perfect way of doing it badly, but if there is, then surely Manchester United plc has come pretty close in their handling of Louis van Gaal’s dismissal earlier this week. You could not have made it up as speculation mounted that Jose Mourinho, the self-styled “special one” was set to be named as van Gaal’s successor...
Published: Feb 05 , 2016
Author: David Bannister
A few years ago I read an interesting article based on the work of a renowned US business school which gave the results of studies into acquisitions and mergers in international business over a period of years. The conclusion, briefly summarised, was that what these deals produced in practice was a long way short of what had been predicted for them at the outset – fewer than a third of deals met the expectations which had been heralded for them when they were being contemplated and shareholders were being convinced to endorse them. It is interesting that some of Scotwork’s emerging research into negotiating behaviours (we will be saying more about this in the months to come) indicates that untrained negotiators don’t see the negotiating process as adding a great deal of long term business value or as strengthening relationships. It seems the process is just a necessary evil to many who have to carry it out. Trained negotiators, however, seem to have a different view...
Published: Dec 12 , 2013
Author: Alan Smith
Today’s friend is tomorrow’s foe in this dynamic and complex world. Barely a day goes by without mergers, acquisitions, take overs (hostile or not) or promotions, that takes the guy you were managing and makes him your boss. How do we best manage our relationships to get the most out of them in this constant flux? Seems the best way of building rapport is to focus on what psychologists call ‘uncommon commonalities’...