With negotiations so much in the news these days (EU, UK steel making, NHS junior doctors and possibly US electoral conventions to name a few), this might be a good moment to look at the subject of negotiation in a bit more depth.
It is nicely bookended by two pieces of Huthwaite International research: one the observational study that revolutionised the way many negotiators have been trained to think and act at ever since; the other a global survey completed and published just last year. Highlights cover:
There’s plenty to go wrong in even the most trivial negotiation. And in the big, important ones, mistakes can be costly and very difficult to unravel. Skill and knowledge are a better insurance policy than trusting to luck and native cunning.