Five ways to beat ploys
Ploys are used by negotiators all over the world to manipulate the outcome of a deal in their favour. Ploys can come at any stage of the negotiation and we often don’t even notice them (especially if they are played…
The Negotiation Dance
I was at a conference not long ago, and was struck by a comment made by a colleague. She said that she often thought of negotiation like a ballet. It was a beautiful dance when done by an expert, but…
Perfection not Guaranteed
Is there such a thing as the perfect deal? Is it a myth or is it achievable? If it is achievable, how do we measure it? First we have to define the perfect deal. Does it mean: I’ve done well…
Is it ever ok NOT to negotiate?
I have been thinking about this a lot recently. It used to annoy me greatly when my father would go into a car showroom and ask for a new car – “what do you have? Ok I’ll take it.” I…
The Consequence of Winning?
I met someone today who said something about negotiation that struck me as misguided. They said “I must be a great negotiator because I always get what I want.” That can be taken many ways, perhaps a warning – it…
Feeling lucky?
On a recent trip abroad I read an article in an airline business magazine about how luck was being valued in business. Many successful individuals can be shown to have (good) luck play a large part in their success. Be…
Name your Price: Mourinho
A fascinating twist on appointing Jose Mouinho the new manager at Manchester United has arisen. Apparently Chelsea still own the rights to Mourinho’s name in conjunction with any commercial products. How does this hold up negotiations? Club merchandise is a…
The fear of ‘no’….
Are you ever afraid to ask for a discount, or an ‘extra’? You are not alone. Personally I am much more confident at proposing solutions to problems, hammering out deals and negotiating terms than I am about confronting someone about…
It’s not me, it’s you: 5 tips to improving your relationships
Relationships are complex, and business relationships are no better than personal ones. You are often left second guessing meanings, questioning outcomes and wondering if you could have done better. If they end you often left with even more questions: where…
You can’t Negotiate basic Economics
I watched an episode of the British TV show Location, Location, Location last night. If you haven’t seen it, it is a property show, where the presenters are experts at finding you the right property. Every week they take on…