REAL-WORLD INSIGHTS
A friend of our youngest son, nearing the end of his first year at a mid size accounting firm, asked for advice on negotiating his salary. He wanted a rise but wasn’t sure where or how to pitch this to his employer.
It was early December at the North Pole, and the workshop was buzzing—not with cheer, but with tension. The elves had been grumbling for weeks. Long hours, outdated tools, and too-short candy breaks had pushed them to the edge. Some…
Having recently explored and deconstructed the myths that prevail in approaches of collaborative negotiation I thought I’d flip the coin to similarly highlight the myths associated with competitive negotiation. Our clients most frequently…
One of the conversations that crops up regularly on our programmes revolves around the styles in which negotiations are conducted. Broadly speaking, there are two distinct approaches: collaborative, or competitive.
