Insights

How far under the personal needs waterline does one have to go before hitting sensitive 'non-negotiable' issues? Negotiating around the deepest and most firmly held personal beliefs can be the most challenging hurdle in any negotiation.

Philip Scott, CEO of ENS International, interviewed Leanne Heywood NSW Business Woman of the Year 2019, about her experience dealing with ENS International.

Vertrouwd zijn is de sleutel tot het overleven van een relatie. Het opbouwen van relaties is van cruciaal belang voor onderhandelaars.

We tend to give disproportionate weight to the first information we receive when we are required to make decisions. This is important for negotiators.

In your own negotiations, at work and at home, how keenly are you watching and listening to detect and take into account the real (hidden?) meanings behind what is being said?

Trust. You have it or you don’t. It’s hard to build and easy to lose. Being ‘trusted’ is the key to relationship survival. Building relationships is critical for negotiators.

Procurement negotiation strategies need to change over the next year if purchasers are to continue to add value to their organisation’s bottom line.

Was bedeutet Empathie? Es handelt sich um die Fähigkeit, die Gefühle, Gedanken und Ansichten anderer zu verstehen. Es geht um Einfühlungsvermögen...

Our client in the Energy Industry faced a complex and hostile series of work place negotiations. We were engaged to focus...