Introducing the Kah-Vay Negotiation Compass

Introducing the Kah-Vay Negotiation Compass

We all want to be Win:Win negotiators, don’t we? We all want nice, friendly relationships where we win, and our counterparts walk away winners too, don’t we? But what happens if they don’t want you to win? What happens if they don’t think like you or don’t...
No-Deal BREXIT is a credible BATNA

No-Deal BREXIT is a credible BATNA

It doesn’t matter what you want, BREXIT in or out, The UK’s negotiation position is being weakened, again and again and again. In fact every time a UK politician opens their mouth The UK is weakened. Whether you are BREXIT in or out, it doesn’t matter. That ship has...
Negotiating across different cultures

Negotiating across different cultures

One of my past delegates previously asked about how to negotiate with different cultures. This particular individual was about to negotiate with a team of Japanese and my points to her were: Don’t make any assumptions what so ever.Don’t allow your...
How to position yourself when negotiating

How to position yourself when negotiating

I flew into The States recently for a negotiation project, and I was given a fantastic example of positioning and how well it was used on me by a lovely Sudanese private taxi hire fellow, called Waar, at the airport. But first, Positioning, what is it and how is it...
Practicing reciprocity in negotiation

Practicing reciprocity in negotiation

Reciprocity – The practice of exchanging things with others for ‘mutual’ benefit. In negotiation, you will gain much from the practice of reciprocity. Reciprocal negotiators learn to trust each other more easily than their cold and hard-nosed ‘lose lose’ counterparts....