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...
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....
How to acquire negotiation power

How to acquire negotiation power

“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...
Why Negotiators are impatient

Why Negotiators are impatient

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...