How can you expand the size of the pie in negotiations?

How can you expand the size of the pie in negotiations?

To make a decision in a negotiation you need to understand what will satisfy you and what you need to do to satisfy the needs and interests of the other party. Do they value the process of expanding the pie or are they fixed on a single outcome?

Read More

Pitch to win: picture the competition

Pitch to win: picture the competition

You must pitch for some business. Where do you start? Most managers answer this question correctly: with the customer and what they want. However most managers get the answer to the next question wrong: What should you do next?

What is the correct answer?

Read More

Do you Frame Your Communication for Negotiation Success?

Do you Frame Your Communication for Negotiation Success?

All of us have been in a negotiation that has ended with a much better outcome and greater satisfaction than predicted with the result based on how well we communicated with the other person. I have the great privilege of working on 'live deals' all over the world and get observe many great negotiators.

My research observations in these live scenarios would suggest quite strongly that the way a negotiator 'frames' their communication has a direct and substantial impact on the outcome of the deal.

Read More