by Giles Morgan | 1 Oct 2019 | How to
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...
by Giles Morgan | 25 Jun 2019 | How to
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...
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 | 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...
