Insight

Negotiation is our specialism. Why? Because it works and can work for you too.

For our team, the process of negotiation is more than a service, it's a passion.

Creating incremental profit through more robust and creative negotiations inspires our team and cements our client's commitment to this critical business skill.

We have a passion for planning, dynamics, strategies, psychology, tactics, behaviors and of course the outcomes derived from effective negotiation. This fascination with the art and science of negotiation has given us a wealth of knowledge about the process - much of which is gained through our practical experience.

All of our consultants are committed to keeping up to date with current practices and evolving techniques. Many of them have produced publications, expanding on their specialist areas of negotiation. Here, you can access their insights into what working with our clients in the negotiation environment means to them.

• Mapping and Sequencing0.69 Mb

  Experienced negotiators understand the notion of building value through rational low cost, high value trade-offs. The idea of creating something from nothing is a challenge relished by many. Negotiation is also about power, which dictates the degree to which collaboration and rational trading can take place. In this thought piece, we extend the idea of creating something from nothing by exploring the process of sequencing to create power.

• Anchoring0.53 Mb

  Anchoring in negotiation is a tactic whereby one party establishes a firm, sometimes entrenched, position, thus creating a strong point of reference and forcing the other party to adopt that position as their starting point in any negotiation. Effective anchoring allows skilled negotiators to determine the parameters of a negotiation. The combination of timing and positioning results in a psychological advantage which many individuals find difficult to overcome.

• Negotiating in an uncertain market0.15 Mb