REAL-WORLD INSIGHTS

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Published: Apr 07 , 2016
Author: Robin Copland

“The great thing about negotiating is that it enables people – often from diverse backgrounds and polarised positions – to come together and strike deals to the long-term benefit of both parties. You do not have to agree to do business or sign treaties. The whole process of trading enables participants to park their differences for the greater good.” I wrote that last week, but as I concluded the essay, I realised that perhaps the most difficult negotiations you will ever get involved in (apart from your personal terms and conditions at your workplace, or perhaps negotiating where...

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Published: Mar 31 , 2016
Author: Robin Copland

The great thing about negotiating is that it enables people – often from diverse backgrounds and polarised positions – to come together and strike deals to the long-term benefit of both parties. You do not have to agree to do business or sign treaties. The whole process of trading enables participants to park their differences for the greater good. The funny thing is that negotiation often follows on from a period of conflict, the resolution of which has failed by using other methods of conflict resolution. When the Great War ended in 1918, the victorious side imposed such draconian terms on the losing side that many believe that the Second World War was merely a continuation of the first. In that case, the victors imposed their will (as was their right as they saw it as the winners) to the detriment of long-term peace...

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Published: Jan 21 , 2016
Author: Alan Smith

The ability to negotiate through conflict is obviously critical within any organisation, regardless of which side of the fence they happen to sit, and in reality most of us sit on both sides of the fence in the different situations we find ourselves in. Sometimes we are buying, other times we are selling. Often we are managing others and maybe we are being managed. Point is we have to be able to handle all of the above...

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Published: Sep 24 , 2015
Author: Romana Henry

I go running regularly with a good friend and neighbour who happens to be a criminal defence lawyer. She is married to another lawyer who works in property and estate settlement etc. On our runs, we exchange tips and advice. She tells me how expensive it would be to divorce my husband, why I shouldn’t burn a red light and why helping my 17 year old daughter to obtain fake I.D. to get into pubs really isn’t a good idea. Why I really must make a will soon, when to put my house on the market and what home improvements not to bother with. In exchange I tell her how to get a better deal in her various negotiations and we regularly brain storm long lists of things which she would like to get in negotiations in exchange for things she knows she will have to concede. Quite a pair we are. Imagine how much faster we would run if we spoke less and breathed more....

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Over the years I have spent quite a lot of time in Bradford. My wife, at that time my girlfriend, went to Margaret McMillan College of Education in the town, we were regular visitors to the Alhambra Theatre, and later on I taught numerous managers working for Grattan’s, the mail order catalogue company. It is a fine town, populated by great characters. In 1981 Bradford made headlines when it declared itself to be a nuclear-free zone. No one quite understood what that meant in practice, but the literal interpretation was that if...

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