News

Trust. You have it or you don’t. It’s hard to build and easy to lose…

19.04.2018

Being ‘trusted’ is the key to relationship survival. Building relationships is critical for negotiators.

The Principles Of Effective Persuasion

31.01.2018

Skilled negotiators and influencers have long recognized the power created by linking views with those who hold authority. Then when this 'authority' power is allied with the drive to remain consistent, it becomes a lethal combination to strongly influence mindsets. Lessons for Business Influencing Where we have the opportunity to use 'authority' power to influence others we gain strategic advantage. For example, if we can bring the power of the CEO or perhaps our Manager to bear, or if we can cite the authority of 'research' or 'precedent', we have a powerful influencing tool.

Emotion defeats Logic

25.04.2017

In negotiation, does emotion defeat logic?

The Impact of Pre-Negotiation

20.02.2017

Britain voted to leave the European Union on 23rd June, 2016. Just six days later, Donald Tusk, president of the European Council, stated that there would be ‘no negotiations of any kind until the UK formally notifies its intention to withdraw’. In other words, until Britain triggered Article 50, there was nothing to talk about.

Negotiation Styles - Trump v Clinton

05.12.2016

As our screens fade to black at the end of the seemingly interminable US election campaign, what is interesting for negotiators?