Insights

deception in negotiation
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Looking for a range of deception clues gives us the capacity to distinguish fact from fiction, truth from lies but how we deal with them once...

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In a scene from the movie The Imitation Game, a teenage Alan Turing first discovers Cryptography from his fellow student Christopher Marcom who describes the code of cryptic as “messages anyone can see but no one knows what they mean unless you have the Key”.

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Britain voted to leave the European Union on 23rd June, 2016. Just six days later, Donald Tusk, president of the European Council, stated that there would be ‘no negotiations of any kind until the UK formally notifies its intention to withdraw’. In other words, until Britain triggered Article 50, there was nothing to talk about.

true value of negotiation process
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More than ever in this fast-moving world, it's critical that we stay focused on ensuring our negotiation strategies are developed systematically in a disciplined, step-by-step manner. This is definitely not the area to think you can ‘save’ time and money.

the old enemy lack of time
  • ENS Team
  • Posted by ENS Team

In any negotiation both sides potentially have a finite amount of time available for preparation, and we certainly are not advocating spending more time through rehearsal. The difference between the parties is not the amount of time spent in the preparation, but rather the quality of how the available time is used.

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Fundamental to managing a business crisis effectively is our ability to remain calm and in control, and to continue to trade while the crisis is managed. Although the crisis may be very big for us, customers and stakeholders want to continue to do business and our capacity to meet their needs while we negotiate the crisis is a major measure of our effectiveness.

The Operation of Judicious Aggression
  • ENS Team
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As negotiators we need to know how to protect ourselves from aggressive behaviour. Yet we also need to appreciate that in certain negotiating contexts aggression could be a necessary action. Such contexts include dealing with crisis situations.

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Positive body language including the use of the smile is commonly regarded as being helpful for engendering feelings of rapport and connectedness between people. As negotiators, we may smile when seeking to create an atmosphere of friendliness and willingness to work together.

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Negotiators and influencers use tactics in an attempt to alter the perceptions as to who has the most power. It's common to think of these tactics as being rather tough-minded manoeuvres pushing the other party into action.

  • ENS Team
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After the failed meeting in Hanoi about North Korea’s denuclearisation between USA President Donald Trump and North Korean leader Kim Jong-un, Trump expressed to the media “Sometimes you have to walk”.

the principles of effective persuasion
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Skilled negotiators and influencers have long recognized the power created by linking views with those who hold authority. Then when this 'authority' power is allied with the drive to remain consistent, it becomes a powerful combination to strongly influence mindsets.

turbulent times for negotiations
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Our last article ‘Negotiation in Uncertain Times’ was well received, so this article will comment further on the tough challenges for negotiators in times of economic downturn.

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