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Interests
Reading between the lines - how do you know what your counterpart is really thinking?
Pablo Benitez
Interests: Psychology
So you've done a detailed power assessment and have concluded that you really do have less power than your counterpart. So now what to do?
Rodrigo Malandre
Interests: Power
A guide to how working out how much power you really have - it may be more than you think...
Interests: Variables, Planning, Strategy
How listening to and sharing opinions will lead to a more positive negotiation outcome than trying to force others to share your view.
Tamara Hodgson
Interests: Psychology, Strategy
How far should you go in justifying your position ? A consideration of your counter-party's culture, psychology and mindset can help you get that balance right.
Anna Monusova
Interests: Strategy, Collaborative
It's been another week of tortuous contortions as the Brexit negotiations continue to twist and turn. What lessons can we draw for commercial negotiation?
Matthew Stockdale
Interests: Risk, Power, Planning
The recent news that the UK HS2 Rail Project is forecast to overspend by £32bn prompts musings over possible negotiation mistakes.
Vince Brook
Interests: Risk, Variables
How lessons from cross-cultural negotiations a generation ago still resonate today.
Sib Law
Interests: Creativity
The importance of understanding the power of a BATNA
Ryan Gray
Interests: Power, Variables, Creativity
