Dear Amazon, New York doesn't want you: Negotiation Know-how

Dear Amazon, New York doesn't want you: Negotiation Know-how

In case you missed it, the Guardian headline in November 2018, told the story in just seven words.  Amazon had announced, with New York Mayor Bill de Blasio and Governor Andrew Cuomo, they would open a major office in New York. This office would bring 25,000 jobs paying more than US$100,000. With a deal negotiated with the two decision makers, what could go wrong?

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Why Should You Negotiate for Data?

Why Should You Negotiate for Data?

Next time you negotiate with a strategic customer, ask them to include more data. To understand the value of data, imagine you are a director of a radiology company with millions of digital images. A company asks to buy 100,000 images plus your diagnosis of each image.  This company will use these images to train Artificial Intelligence to analyse images automatically.  How much will you sell them for?

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Negotiation Teams need a Vision!

Negotiation Teams need a Vision!

I recently had the pleasure of being on a panel discussion in Australia on the impact of human intelligence (Hi) and artificial intelligence (Ai) and creating a competitive edge by combining both. The main question is always “where do we start”? Start with your strategic goals. Ai and Hi are most successful when you use them to solve a problem or leverage an opportunity. A key message was - technology is an enabler, but success depends on leader’s ability to use technology and people together.

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Organisations must be Negotiation Ready!

Organisations must be Negotiation Ready!

“Where do we start?” The strategic direction of organisations are most effective when solving problems or leveraging opportunities.

Over the last few years, around the world, I’ve been fortunate to have researched and delivered some negotiation workshops on how and why organisations need to develop teams of negotiators and not just individual stars.

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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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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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End of Financial Year: Ready, Set, Negotiate

End of Financial Year: Ready, Set, Negotiate

n business, we are bombarded by information telling us that it’s the end of the financial year. Go to the mall, and JB Hifi and Harvey Norman shout at you too. We’ve even created a new word EOFY.

So what does that mean for you? Well, there are some opportunities to negotiate good deals. Why? Because you know that the other person is negotiating with a deadline and they need to get the sale. 

What do we mean?

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Negotiating: How can you send signals without saying a word?

Negotiating: How can you send signals without saying a word?

Consider a typical two person negotiation: buying a house or buying a computer. Our experience shows most of these negotiations involve four major issues. For example, with a house: buy price, when to exchange money, size of deposit, what existing items in the house will be included. Or, when buying a new car: buy price, trade in value for existing car, length of warranty and what extras might be included (e.g. better audio system, rust proofing or special wheels). Whenever preparing for a negotiation we always advise you to use a planning sheet.

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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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