Structuring Expectations: Part One The pre-negotiation phase: The negotiation has begun already! Many people make the mistake of thinking that in the period running up to the formal start of a negotiation the parties are not negotiating. They could not be more wrong. The reality is that once one becomes aware that someone wants something,Continue reading “Negotiating Lessons from Brexit – Two”
The Price one Pays for letting others take the Negotiating Initiative.
Experienced Negotiators Know how to use a Weak Position to Advantage If you are in a Lose / Win situation your options provide plenty of scope to be proactive by making proposals or pursue varied strategies. After all, you have nothing to lose. Proposals can be realistic or unrealistic depending on whether you wish toContinue reading “The Negotiating Gifts from Greece – 3# – Be Sharp but Beware Clever Clever”
Argue and keep arguing – whilst arguing you are not making concessions or even proposals. In fact you are not negotiating (attempting to secure an agreement). You keep the position in stasis by playing the argument game. Negotiations appear to be ongoing, but the reality is deadlock. This is used for many reasons –Continue reading “The Negotiating Gifts from Greece – #2 – Kicking The Can Down The Road – Deadlocking”
Hello and welcome again to all of you who are interested in professional negotiating. The intention of this site is to offer a place to exchange views and ideas amongst our growing community of negotiators. It is also a good medium through which to update members about developments and events at ScottRoberts Negotiating As a groupContinue reading “Welcome to Advanced Negotiating”