Posts tagged Framing
3 ways to reframe your problem for a successful solution

Many companies don't struggle with solving problems, but they do struggle with what is the problem. Across 17 countries, Thomas Wedell-Wedellsborg surveyed 106 C-suite executives from 91 private and public sector companies. 85% of executives said their companies were bad at diagnosing problems and 87% agreed this incurred significant costs. Most managers tend to leap straight into searching for solutions, without checking they deeply understand the problem.

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Negotiation, Technology and Success!

Clearly in most negotiations involving technology it is becoming harder for negotiators on the supply side to show the strategic value of the technology to organisations on the buying side.

Clarity is required not around the features and benefits, but around the value piece.

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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.

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Negotiation, Sugar and Focus!

Recently, I worked with a team on a live negotiation with a private hospital. The deal was for medical supplies and drugs worth about $25 million a year for a three-year contract.

During the preparation I noticed two behaviours in the team. First, team members could not focus on preparation. The culprit being constantly handling their smart phones. Second, how quickly the team’s energy levels dropped during the day.

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Prepared Negotiators are problem solvers. Do you look for solutions!

We went from Australia to New York, Krakow, Warsaw, Paris, London, Dubai and then back to Sydney. The preparation for 5 people to travel that distance in a month was extraordinary.

However, it also meant that as problems arose, as they did, we were able to change our mind quickly, because of the preparation. Often working on live negotiations the more we prepare, the more we play with ‘what if’ possible solutions. The more we role play, the more we test possible ways of dealing with problems. This means that we can start negotiations not focused on stated positions, but examining the common ground that exists between all parties. We become a problem solver and solutions happen quicker.

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The Agile Negotiator!

Farm life has many lessons for the agile negotiator. As some of you know, my wife, 3 daughters and I own a farm 2 hours of north of Sydney in the beautiful Hunter Valley.  It is a lifestyle farm of nearly 13 acres, river frontage and a handmade timber and mud-brick house. A great place to recharge and reflect on life. It also helps to have one of the most popular vineyards in the Hunter Valley, Camyr Allyn, just up the road. 

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