Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: May 26 , 2017
Author: Alan Smith
The truth is sometimes you simply can’t. The dreadful news that is filling the news this week is of the terrorist attack in Manchester in which 22 people died and as I am writing this 64 people remain in hospital injured, 20 of whom are critical. How can anyone make sense of a child dying? Of a moment of pleasure for a young person celebrating the end of exams turning into a nightmare of unimaginable proportion? Or of the terrorist who sees a solution in bloodshed?
Published: May 15 , 2017
Author: Annabel Shorter
Last week Theresa may declared herself that she will be ‘a bloody difficult woman’ in a warning to Jean-Claude Juncker regarding her likely stance in the upcoming Brexit negotiations. We are told that this was a criticism levelled at her by Ken Clarke some time ago. However, she said this with a degree of a pride, and I have my suspicions that she may well be right to be so. The issue of gender in negotiation is a fascinating one. Some time ago I was working with a prestigious, blue-chip organisation, training their buyers to improve their negotiating skills. They doubtless have in place all of the correct policies on diversity and social responsibility and I know that they are vehemently protective of their reputation...
Published: Apr 11 , 2017
Author: Keith Stacey
Negotiators face many dilemma's: • Should we actually negotiate or not? • How do we negotiate in regards to the value of the relationship? • Do we make the first proposal or respond? • Do we bluff or not? and • How do we define a good deal? So what should we do?