REAL-WORLD INSIGHTS

Published: Oct 04 , 2019
Author: Brian Buck

“Ideally, I want . . .” is one of the most common phrases I hear during a negotiation. My frequent, sarcastic response is, “Good for you!” — implying that the ideal is not attainable. Sarcasm aside, what does “ideal” actually mean? Is it even attainable? And under what conditions is it attainable? Better you know before trying to use it in your next deal.

Published: Oct 04 , 2019
Author: Brian Buck

We've all been there — having to deal with a bad deal. Depending on how bad, it could lead to sleepless nights, an overindulgence in Ben & Jerry’s, a lot of retail therapy . . . or all of the above. All joking aside, bad deals are hard to live with. How long you live with them is up to you, because there are ways that you can turn bad deals into good ones.

Published: Oct 04 , 2019
Author: Robin Copland

First of all, the technique – it is called “Lesser of Two Evils” and Boris Johnson is the latest to use it. The idea is that you give the other sides two alternatives, it’s kind of an extreme version of “Either / Or”. One of the alternatives is completely unacceptable (“No Deal Brexit” on 31 October) and the other only marginally less so, Johnson’s so-called “Final Offer”. Oh – and just add that wee phrase, “Final Offer” to the mix to twist the knife. “Take it or leave it”. Bound to work, or is it?