by Giles Morgan | 10 May 2019 | How to
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...
by Giles Morgan | 11 Apr 2019 | How to, Insight
The practise of exchanging things with others for mutual benefit is called Reciprocity. In negotiation, you will gain much from the practice of reciprocity. Reciprocal negotiators learn to trust each other more quickly than their cold and hard-nosed ‘lose lose’...
by Giles Morgan | 10 Feb 2019 | How to
“Your ability to question appropriately will be the most highly appropriate form of acquiring or re-acquiring power in a negotiation.” Power being; information and control, by questioning and listening you will earn information. By being the one asking the...
by Giles Morgan | 2 Apr 2018 | Recruitment
Well the ones that succeed and survive do, don’t they…? Well, yes… and no. In my 20+ years as a recruitment professional, entrepreneur and negotiation trainer / consultant in the Human Capital space I’ve found the best negotiators are in-fact Dolphins, but that’s for...
by Giles Morgan | 16 Jan 2018 | How to
In my experience many negotiators lack patience. Their impatience is born of many factors. Some are based on fear – they are or become uncomfortable in the negotiation and leave money on the table in their hurry to leave;targets – the negotiator is on the clock, they...
