Get the latest views and opinion from some of the most experienced negotiation specialists.
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 date. Not long in wedding planning terms, but plenty in terms of handing over your life to the pursuit of the right shade of ties and handkerchiefs. Unsurprisingly, it...
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 neighbouring housing estate and the other two are beside a field owned by another developer.
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. The plot revolves around the wealthy father of a wayward teenager who takes the family BMW out for the night, gets drunk, and collides with a pregnant pedestrian in a hit-and-run incident. Mother and unborn child don’t survive. The teenager confesses to his parents, and the father together with the family lawyer hatch a plan. The gardener, a retainer of many years standing, is invited to take the rap by claiming to be the driver, and serve the prison sentence (expected to be an unrealistic 18 months) in return for $500,000, a sum beyond his dreams...
Published: Nov 27 , 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; Sales - 100 Materials - 60 Labour - 20 Other - 10 Profit - 10 If this company has to respond to market forces and drop its sales prices by 5% and other costs remain the same the impact on profit is a dramatic 50%....