Get the latest views and opinion from some of the most experienced negotiation specialists.
Published: Feb 01 , 2018
Author: Robin Copland
Most negotiations are more complex than they appear. Even although, on the face of it, party A, the seller (as an example) is meeting party B (the buyer) in a simple transactional negotiation in which, hopefully, differences can be ironed out and traded away so that a deal is done, the truth of the matter is that it is much more complicated than that. The seller has...
Published: Jun 29 , 2017
Author: Sebastian Bacewicz
When is a ‘generous offer’ not a generous offer? A few answers spring immediately to mind: for example, when a better offer is already on the table (yet - worryingly - completely ignored), or when the proposer feels the need to tell you that their offer is, indeed, very generous. I mean, if the offer is truly generous, why the need to tell you so? Surely, it will be clear for all to see? One may also argue that the "generous offer" is not really generous when it concerns the lives of a few million people and falls significantly short of what is expected both by the other side and the people in question.
Published: Feb 02 , 2017
Author: Alan Smith
It has been an interesting few weeks for Theresa May. A bit of a Chinese curse that, to always live in interesting times. Firstly, she has had to deal with the new US president, where I find it hard to believe that Trump holds any attraction to her, no matter how opposite he is. Then there was the potential ban on Sir Mo Farah travelling to the US, averted by of all people, ex rival Boris Johnson.
Published: Mar 26 , 2014
Author: Stephen White
News pictures of distraught relatives of the passengers on flight MH370, missing now for more than 2 weeks, bring home an uncomfortable truth. Even in the light of technological detective work which broke new ground and determined beyond reasonable doubt that the plane had ditched in a remote part of the South Indian Ocean, many of the bereaved are unconvinced, and say they will remain sceptical until physical evidence of the plane in the sea is produced...
Published: Aug 10 , 2012
Author: David Bannister
Some years ago, I was teaching a management course in the Far East. My words were to be consecutively interpreted to the class so I had to send all my material for translation in advance. One of the exercises I used was a version of the ‘Prisoner’s Dilemma’, a game where the participants’ integrity is challenged and where they can be tempted to try to gain advantage over other participants by saying one thing and then doing something else to ‘win’ the game...
Published: Jul 06 , 2012
Author: Alan Smith
I know I am getting on but it used to be that along with the doctor and the local bobby, the bank manager was one of the few people in whom you could put your faith that he would do the right thing. He would sign your passport photos, offer sage words of solid advice about the mortgage and generally be seen to be one of the go-to guys when you really needed it. Not any more...