Monthly Archives: June 2013

The Prisoners Dilemma

There’s a whole world of modelling outcomes called Game Theory, and one of those models is called the Prisoner’s Dilemma. The name comes from a story of two men arrested by police near the scene of a burglary. The two … Continue reading

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Their rules or mine?

There is a subtle undercurrent of influence in many negotiations, which is about the culture of the business and of the individual with whom we are negotiating. You may not agree with this, but we can see the impact of … Continue reading

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Price! It’s ALL about PRICE!

Actually, it isn’t. Although many of our stakeholders and suppliers think that is all we negotiate about. Imagine it that was true! All we could do is talk about price. Our position would be about pricing, our negotiations would all … Continue reading

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Friendly Fire – Bad Collaboration in Negotiation

Everyone has a story on this; indeed, we’ve looked at some of the issues in an earlier video blog.( http://www.youtube.com/watch?v=SPyfkG9NBAI ) However, there is no sign that this barrage of self mutilation is in any danger of stopping – we … Continue reading

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Time is the Enemy

I’m running down a corridor to a meeting with a supplier, a negotiation where I’ve had no time to prepare, but I know I’ll be OK, because I’m a born negotiator. It happened to all of us; a lack of … Continue reading

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We don’t just buy pencils!

“The function that buys pencils?” That was the question asked of me by a CEO of a large multinational corporation. I was sitting next to him at a dinner event, looking forward to talking about how I was working to … Continue reading

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Born or Made? The Negotiator

There’s a question which is often floated in discussions about negotiation – are great negotiators born or made? It is true that some people seem to have more affinity to some parts of negotiation – we all know the natural … Continue reading

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