Behaviour Profiling in Negotiation

Before attending one of our negotiation courses, participants complete a questionnaire about the challenges they face when negotiating. Over time, one response has consistently stood out: the behaviour of their counterparty – aggression, secrecy or untruthfulness — are cited as the most difficult aspects of a negotiation.

This realisation became the catalyst for developing a model focused specifically on negotiation behaviour, rather than general personality. And that’s how the Negotiation Behaviour Preferences Profiling came about.

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How to Prepare for Negotiation in 8 Steps

Read the paper and listen to the news, and you will be in little doubt that for many companies, tough times lay ahead. What do you do in such circumstances? See what happens? Hope for the best? We don't think so.

Negotiation is a Trading Process

Concessions can be a key part of the negotiation process – but it’s important to keep your wits about you where this area is concerned – here’s why.

Stop Selling, Start Negotiating

Negotiation starts when the selling ends. A group of highly powered women were discussing the participants of the Women Game Changers of the year for 2013 and who should be included, and who should win.

Don’t Mistake Negotiating for Haggling

A common negotiation mistake made by many salespeople is thinking that negotiation is about persuading the other guy that he wants what you’re offering and then making some sort of concession on the price in return for an order.

Fairness in Negotiation: Does it Matter?

When it comes to negotiating in long‐term relationships we think fairness, or indeed perceived fairness, plays a big part in the value of the ongoing deal. Why should that be?

Control and the Negotiation Process

The connection between control and speed was immortalized by Mario Andretti: one of the most famous racing drivers of his generation, an Italian notorious for his commitment to and love of speed.

Can You Afford to Walk Away?

As consultants we regularly talk to people on either side of the same negotiation - and we often notice that both sides view their position as uniquely negative or disadvantaged.

Dealing with Difficult People: How to Communicate Effectively

One of the questions we often get asked is “How do I negotiate when the other side are aggressive, rude or just nasty?” Communicating with difficult people can be challenging – and it can be tempting to meet them at their level.

The Dilemma of the Negotiation Proposal: Who Proposes First?

Like most areas of business life, negotiating is a dynamic, moving process which requires a flexible and creative approach if there is a chance of reaching a mutually acceptable solution.

Negotiating with Kids - Christmas is a tough time for parents

Negotiating with kids – we’re all doing it at Christmas, and they’re very good at it.