by andy | Sep 24, 2017
This, the third and final video on the skill of Taking Control, looks at Constraints, Power and Manipulation – three things that all negotiators have to deal with at one time or another.
by andy | Sep 24, 2017
If, in spite of my best efforts at persuasion, a powerful negotiating adversary does not accept my proposals, then there is little I can do about it. This is why the life of CFEs working for small suppliers can be frustrating when the client is, say, Apple, Bosch or...
by andy | Sep 24, 2017
Using the tools and methods seen so far puts me in a good position to achieve Win-Win outcomes. But what do I do when confronted with a negotiator who doesn’t want to play fair? Who has no interest in Win-Win? Surely, if I always seek a balanced outcome, then I will...
by andy | Sep 24, 2017
In searching for a balanced, Win–Win solution to a negotiation challenge, I must take into account certain Constraints, both external and self-imposed, on the parameters involved. External constraints often come from my own organisation, such as limits on my...
by andy | Sep 24, 2017
The ability to recognise psychological ploys (which become manipulation techniques when used negatively) is extremely valuable in negotiation. Kahneman explains that the brain works as though we have two systems. ‘System 1’ generates impressions, feelings and...
