Tag Archives: negotiation

The three gorillas

The decision yesterday by the federal Court to allow Metcash to purchase Franklins from Pick n Pay, then onsell, presumably with tied supply agreements is another nail in the coffin of competition in the retail trade, despite the interpretation of … Continue reading

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Emotional mistakes in negotiation.

Negotiation is usually difficult, that is the nature of things when two parties are setting out to maximise their outcome. Whilst it may not be a win/lose situation, where the parties set out to make the pie bigger, or different … Continue reading

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A seat at the table, or a spot on the menu?

Negotiation is a process of finding a solution to a question that is acceptable to all parties. It should go without saying that the first step is to actually communicate, setting out to find areas of compromise, and places of … Continue reading

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Agenda management

Setting an agenda for a meeting is a crucial but easily dismissed management tool, although the capacity of the chairman to stick to it plays a role in how effective the meeting becomes. When setting an agenda, it is useful … Continue reading

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Presentations that work.

Marketing is mostly about storytelling, engaging people in the emotion of the value proposition, and every presentation you do is a selling opportunity, for an idea, a vision, and  sometimes a product. Presenting to an audience of strangers is for … Continue reading

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Value of certainty

I’ve seen lots of customer service initiatives that promise “delivery by ……..” and no matter how quick that may be, there is still uncertainty about when it will be delivered, and customers will be anxious. By contrast, “we will deliver … Continue reading

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Is this the death-knell of brands?

How does a branded product withstand the power of a retailer duopoly that controls 65% of Australia’s supermarkets? That question has exercised the minds of proprietary FMCG brand owners for over  30 years, since the first house-branded  “No Frills”   products … Continue reading

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Monty Pythons Canberra Party.

If Australia’s management has been slow to pick up on the need for intensive and innovative energy management programs, is it little wonder, with the litany of indecision, populism, back-stabbing, and just plain lies eminating from Canberra. The Howard government announced an … Continue reading

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Carbon strategy dilemma

It seems to me that the government is on the horns of a dilemma. On one hand, they need to appease the Greens, securing their votes, by introducing a carbon tax, a course of action that seems very sensible in … Continue reading

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What next for “Free”?

As the marginal cost of transactions on the web approaches zero, more and more stuff is “free” . When something is given, the  act of giving usually sets up a dynamic of “obligation” on the part of the receiver. This … Continue reading

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5 Sales sins.

Sales is something we all do, all the time, professionally as well as in our private lives. We may not always  be selling a product for an employer, but we will be selling our ideas, priorities, time, and experience,  in … Continue reading

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“Experts” stuff up negotiation

If you ever needed a lesson in the pitfalls of negotiating under pressure, take a look at the mess created by the agreement of the terms of the revised Mining Resources Rent Tax between the large miners, and the Federal … Continue reading

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Selling an idea internally

Trying to get stakeholder buy-in for an idea that breaks the mould is very hard in most organisations as it challenges the dominating logic of the organisation, what has succeeded in the past, and made it what it is today. … Continue reading

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Conflict within a group Vs conflict between groups

  Somehow, there is an evolutionally phenomenon at work that kicks in when a group gets larger than 150-200, the number that social research has repeatedly identified as the number of people that any individual can have a relationship with, … Continue reading

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Mutuality and network development

  Social networks have boomed, tools to enable the networks abound, MySpace, twitter, face book et al being the most  well known, but many more fail than succeed, and they do so based on the degree of mutuality that exists. … Continue reading

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Collaboration lessons from Canberra

This hung election has generated a tsunami of comment, but nothing I have seen on the mechanics of collaboration, a key factor in any lasting resolution to the impasse  I would have thought. The idea of a “party” is simply … Continue reading

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Win Win.

We have all heard the term, anyone who has ever read anything about negotiation will have it burned into their brains, but what does it really mean in this age of digital collaboration?. The rules have changed, the old days … Continue reading

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Manage through people, not contracts.

Contracts are the point of last resort, they define the exit, should it become necessary. Believing a written contract that details how the dynamics of an evolving relationship will be managed is as dumb as believing  the lady in the … Continue reading

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Statistics and thinking

A statistical analysis should give a black and white answer, and it does, but the answer is only as good as the information that is used, and the manner in which it is used. It follows then that the application … Continue reading

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Questions sell.

Selling is all about finding the way your product can add value to your prospective customer greater than the price you are asking for it.  Why is it then that most selling activities I see are the commercial equivalent of … Continue reading

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