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Published: Apr 07 , 2016
Author: Robin Copland

“The great thing about negotiating is that it enables people – often from diverse backgrounds and polarised positions – to come together and strike deals to the long-term benefit of both parties. You do not have to agree to do business or sign treaties. The whole process of trading enables participants to park their differences for the greater good.” I wrote that last week, but as I concluded the essay, I realised that perhaps the most difficult negotiations you will ever get involved in (apart from your personal terms and conditions at your workplace, or perhaps negotiating where...

Published: Mar 31 , 2016
Author: Robin Copland

The great thing about negotiating is that it enables people – often from diverse backgrounds and polarised positions – to come together and strike deals to the long-term benefit of both parties. You do not have to agree to do business or sign treaties. The whole process of trading enables participants to park their differences for the greater good. The funny thing is that negotiation often follows on from a period of conflict, the resolution of which has failed by using other methods of conflict resolution. When the Great War ended in 1918, the victorious side imposed such draconian terms on the losing side that many believe that the Second World War was merely a continuation of the first. In that case, the victors imposed their will (as was their right as they saw it as the winners) to the detriment of long-term peace...

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The Power of Adjournments

Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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