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As commodity prices continue to rise in a surprise post-pandemic twist, the pressure on negotiating along the value chain increases. Scott Chepow has wise advice for those doing the deals.
A simple shift in how to frame a question based on an understanding of human psychology can have a dramatic positive effect on your ability to reach agreement with your counterparty.
The adage that countries that depend on each other don’t fight with each other has been highlighted in the starkest of ways via the recent stand-off in Jersey over post-Brexit French fishing rights. The volatile situation has learnings aplenty for negotiators.
Conflict will always exist in negotiation because it involves two opposing opinions and positions. Accepting it, utilizing it - and even engineering it - can create value.
How does an expectation of value or payback on a deal play out when the commodity that's expected to deliver is human-shaped? Tim Green ponders this conundrum with a live example from the world of international football, and another that's a little closer to home.
How do you get information from an uncooperative and unforthcoming counterparty? Simple. Consider employing the niftily-titled negotiation acronym MESO - and gather some highly useful intelligence. James Kennerdale explains all.
John Clements reports on the fascinating history of how Rugby League was formed, and how it provides valuable negotiation lessons for the success, or otherwise, of Covid-19 track contact tracing schemes.
Creativity, Planning, Psychology
Scott Chepow considers the extraordinary rise of omnichannel in recent years, and how to negotiate for optimised outcomes in this brave new world.
Vince Brook reflects on the global and personal upheaval of the last year, and how the cast iron negotiation principles he practices in his job as a negotiation consultant have invariably been his most successful go-to strategies.
Variables, Creativity, Psychology, Strategy