Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: Feb 13 , 2020
Author: Andrew Farquhar
A game plan which has focussed around playing faster and being more nimble than the opposition has been the pervading approach; in rugby, as in negotiations, going toe to toe with a more powerful opponent is very unlikely to prove fruitful.
Published: Nov 03 , 2016
Author: Robin Copland
Complicated negotiations often involve different meetings, different personnel, different issues and, in the case of the upcoming Brexit negotiations, different countries! The key word in this kind of negotiation is alignment and that involves a number of different factors and considerations. We can learn from the insect world; think bees! Perhaps first and foremost, there needs to be a central “go-to” point where all the information and meeting notes are collated and stored. It is vital to have a central hive of information that teams preparing for a new round of negotiation can reference. The old phrase, “singing off the same hymn sheet” has a certain resonance in this regard. The workers need a point of reference...
Published: Jul 02 , 2015
Author: Alan Smith
It used to be that people had so much time on their hands that they were forever looking for things to do to fill it. When I talk about wrestling with an octopus I am talking literally, not making an oblique negotiating reference about dealing with slippery salesmen or procurement slight of (many) hands. Throughout time people have been looking for ways to occupy themselves. In the 18th century, for example, fox-tossing was a popular event in Poland, in fact at one prestigious event 687 foxes and an assortment of badgers, hares and wildcats were tossed into the air using slings. Sounds fun, not!...