Who made the first main statement in your last negotiation, and how did they make it? Consider both a major negotiation between your organisation and another, and a minor situation of interpersonal influencing within the family.
How can third parties be managed? Impossible, you might say?
More than ever in this fast-moving world, it's critical that we stay focused on ensuring our negotiation strategies are developed systematically in a disciplined, step-by-step manner. This is definitely not the area to think you can ‘save’ time and money.
Fundamental to managing a business crisis effectively is our ability to remain calm and in control, and to continue to trade while the crisis is managed. Although the crisis may be very big for us, customers and stakeholders want to continue to do business and our capacity to meet their needs while we negotiate the crisis is a major measure of our effectiveness.
Our last article ‘Negotiation in Uncertain Times’ was well received, so this article will comment further on the tough challenges for negotiators in times of economic downturn.
There is considerable evidence that men routinely claim a greater share of resources when negotiating. Research shows that differences in ethical standards are a plausible reason for this disparity with men consistently showing more acceptance of, and willingness to use, unethical negotiation tactics.
Whether you are asking for additional resources, agreeing terms with a supplier, conducting a staff performance review or discussing your next ...
