Dealing with dirty negotiation tricks: The good cop / bad cop strategy

When it comes to negotiation approaches, it’s no surprise that some negotiators use dirty tricks. Many of the participants in our workshops and programs are keen to learn how to counter these tricks – ethically – when they come up against them. One of the most recognisable tricks is one you’re probably familiar with: the […]

How to magically frame your requests to get what you want

It may seem hard to believe, but the way you phrase your requests can be a game-changer in negotiation. And there’s a huge amount of research to back this up: people, it seems, respond differently to messages simply based on how they’re framed (Tversky & Kahneman, 1981). For example, a 2011 study by Grant and […]