Negotiators Need a Framework and Need to be Stress Tested

Negotiators Need a Framework and Need to be Stress Tested

Some companies and industries are slowing down for their summer holidays and end of year celebrations. However, in other industries like the pharmaceutical and healthcare sectors, January is busy with training and planning for 2019. Last week, a manager asked, “How do teams prepare for negotiations with major accounts?”

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Passion Drives Practice - Practice Drives Success!

Passion Drives Practice - Practice Drives Success!

Over the past 25 years, as I have worked with individuals, teams and companies on how to be persuasive in front of groups to buy your message, I am always asked the quickest way to be successful.

My comment is always the same, have a solid process behind your message and practice, practice, and then more practice.

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The Negotiator's Dilemma: Ai or Hi®

The Negotiator's Dilemma: Ai or Hi®

As humans, how do we change our minds? How do we change our behaviour to negotiate for a new product or a new service? Like it or not we need to change because of artificial intelligence (Ai).

In 2015 the world of Ai changed forever because for some tasks the accuracy of Ai now exceeded the accuracy of humans. After this change, many leaders and industries realised that there was now an urgency to change.

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I have a great Answer - who has a fantastic Question?

I have a great Answer - who has a fantastic Question?

I love seeing successful professionals at work: watching a great tennis player return an unwinnable shot, or a swimmer come from behind to win the greatest race of her life.

It’s the same as when in a tough negotiation someone asks a great question that unlocks value, breaks a deadlock or achieves a great outcome.

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What is your Negotiation Style?

What is your Negotiation Style?

Everyone is individual, yet we alter our behaviour according to different circumstances. Think about the way you interact with your friends. You don’t treat all your friends the same, do you? Isn’t there someone you know who’s a bit more sensitive than most – so you have to be extra careful not to hurt their feelings. Or what about that member of the family with such thick skin that you need to be blunt?

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Creativity in Negotiations Means Thinking Differently

Creativity in Negotiations Means Thinking Differently

As negotiations become ever more complex, it is necessary to find more creative solutions to make sure both parties gain value. To be creative in a negotiation you need to think differently, using your imagination to find original ideas. Here are three ways you can open your mind to be creative:

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Do you know the real Interests in the Negotiation?

Do you know the real Interests in the Negotiation?

To find out what the real interests are in your negotiation you need to follow Roger Fisher's advice: separate the people from the substantive issues.

Over the years, I have been an observer and adviser to many global negotiations with individuals and companies that fail to heed this advice, and they always fail.

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What is your risk-taking style when negotiating?

What is your risk-taking style when negotiating?

There are two main risk-taking styles on the continuum. It is important to know your basic style, as it has a great impact on your willingness to take risks during a negotiation. But, regardless of your personal style, you will move along the continuum and back again during a negotiation.

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