Our 8 Step Approach© to the process of negotiating gives you the map to navigate all types of conflict situations.

A management team skilled in the reading of the process and with this map at their fingertips can react rapidly to emerging circumstances.

They have a 'can do' mindset.

Success as a Priority


Team GB flew in to Heathrow on Tuesday morning this week, clanking with their scores of medals, on flight number BA2016, a British Airways 747 repainted with a golden nose and renamed “victoRIOus”. The best Olympic results for these Glorious Isles in over a century. To come second in the medals table is brilliant, but to be honest should not come as such a big surprise as it clearly has. I wonder if that gob-smacking surprise is just a function of typical British pessimism; we love an underdog, or understatement and one of the worst insults you can make in the UK is to tell someone they think a lot of themselves. Jason Kenny is such a dude precisely because he seems not to want to be one...
Written by Alan Smith at 14:20

A Grapple for Apple


A recent article in The Wall Street Journal headlines “Apple’s Hard-Charging Tactics Hurt TV Expansion - In search of its new big thing, possibly TV, Apple has alienated cable providers and networks with an assertive negotiating style; ‘time is on my side’" they are saying Apparently, they’ve been in discussions with various potential media partners since 2009, with no end in sight. During this period, Apple’s demands have included things such as long term frozen monthly rate per viewer, access to selected premium channels, full ‘on demand’ seasons of hit shows, rights to a vast cloud based digital video recorder, and set top box Apple ID sign in. They haven’t quite asked for the kitchen sink yet.
Written by Sam Macbeth at 12:57

Incompatible


My wife is a very reasonable woman. Or so she tells me. No, she actually is. We have been married for over 30 years and she has put up with me for a start. To be honest its not just me she is reasonable with. The kids always go to her for emotional support, (me if it’s cash or a lift), I rarely, if ever, see her anything other than calm and she runs a classroom as a primary school teacher with 18 excitable 7 year olds. You have to be big on inner calm...
Written by Alan Smith at 12:45

Nuclear Deterrent. Is It an Option?


There is a big debate going on at the moment in the UK – and especially in Scotland about the renewal of the UK’s nuclear deterrent. Perhaps some background might explain where we are as things stand right now. The second generation of the UK’s nuclear armed, submarine-based deterrent is in mid-life and decisions have to be made now to replace the Trident fleet of four submarines. It is in the nature of the size of the UK’s fleet that these boats are replaced all at the one time (spread over three or four years, of course) rather than the rolling programme in the USA, for example. The debate comes to a head every twenty to twenty-five years and, as you can imagine, passions run high on both sides of what is, in essence, a binary discussion – you are either “for it” or you are “against it”. There are no half measures...
Written by Robin Copland at 12:55

5 Pointers to a Negotiating Disaster


Over the last 40 years I have observed more than 5,000 hours of negotiation in over 30 countries and that has taught me the about the good negotiating behaviour that causes negotiations to succeed. For the purpose of this blog I shall limit myself to the top five and see how many of these might be present in the UK’s attempt to extricate itself from its 43-year relationship with the European Union...
Written by John McMillan at 12:55

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