Are there Negotiation Archetypes, and why should I care?

Twenty years ago, one of the favourite words used by business gurus and keynote speakers at conferences was – a paradigm shift. Today you would think it is a button on a Tesla motor car. Now, a new hot word has appeared – archetype!

People ask at conferences or meetings are there negotiation archetypes? The answer is yes.

Robin Williams, Negotiation & Luck!

There are a lot of clichés around about success and luck. I often tell negotiators the better your negotiation plan, the better your questions and the better you frame value, the luckier you can be...

Strategic Negotiations must be strategic!

Too many strategic plans become yearly reviews not dynamic plans for how to compete. As Michael Porter teaches, the objective of strategy is to win in the marketplace, delivering superior sustainable performance. His convincing argument requires ...