News & Insights | News | 11 January 2018

Finally, some resolutions we can stick to...Kelly Harborne explains how to become a better negotiator in 2018, using Neymar's transfer fee, Brexit, expertise theory and the concept of "perfect timing" as examples.

1. Different year, different package!

All too often statements like “That’s not what we agreed last time”, or “Come on – you were able to do this last year”, stifle creativity, limit options and establish precedents that put us under pressure. They create a sense of obligation to maintain the status quo, to agree to the same terms. The other party perceives (or perhaps wants us to believe they perceive) proposals that seek more for more or even more for less as unfair and unlikely. But things change, especially in the commercial world. 

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