More Than Meets The Eye

2019-02-20T18:30:08+00:00 By |Tags: , |

"Both sides had said they hoped to avoid a legal battle. Given that Samsung is one of Apple’s biggest suppliers, the companies had a strong incentive to move beyond their dispute and build on their ongoing partnership. Yet the two-day mediated talks between the CEOs in late May ended in impasse, with both sides refusing to back down from their arguments." The 2011 legal battle between Apple and Samsung just keeps on giving to those learning negotiation. Two key thoughts for today: If you asked 100 people about the relationship between Apple and Samsung, probably all 100 would describe them as technological competitors. This is certainly true, and yet Samsung is also a major supplier to Apple, and they have a vested interest in working together. Even seemingly clear-cut negotiations or relationships very often have more to them than meets the eye. Incredibly strong relationships and incentives to work together [...]

Don’t Be Bernie Sanders

2019-02-20T18:30:08+00:00 By |Tags: , |

"Notably, Sanders has downplayed his willingness to compromise and accommodate. His gruff image is more in keeping with his portrayal of himself as someone bucking against Washington corruption and cronyism." Political candidates in head-to-head races often divide themselves into two categories: the "insiders" who can work across the bench and get things done, and the "outsiders" with a revolutionary plan to shake up the establishment. Realistically, both compromise and resolution are necessary in any field — whether you're representing millions or buying your first car. Great negotiators possess the flexibility and self-awareness to switch styles when necessary... regardless of what signals they try to send about their personality. With thanks to: The Harvard Program on Negotiation

Bad Cop Donald

2019-02-20T18:30:08+00:00 By |Tags: , |

"The world is getting a good look at the two faces of the Trump administration: One is that of a team of government officials working hard to find common ground with like-minded nations... while the other is that of a president who seems bent on taking a hammer to the whole process." Even world leaders aren't above the occasional good cop, bad cop routine! Whether you believe Trump's unpredictability and antagonism are deliberate negotiating strategies or simply character flaws, one thing is certain — they give massive plausible deniability to US negotiators, who can safely push extreme requests under the guise of merely trying to satisfy a bad boss. This can only ever be an opening move in negotiations with other world leaders, who have formed strong coalitions to resist this tactic, and likely even use the exact "good cop, bad cop" phrasing behind closed doors. Pressure now falls on [...]

How China Frames Taiwan

2019-02-20T18:30:08+00:00 By |Tags: , |

"Recent events might suggest that Beijing has the upper hand. Taiwan now has 18 diplomatic allies – the lowest number in its history." Applying pressure across the world, from Carribean weapons deals to local air travel... the Chinese government is ramping up its demands for powerful actors to withdraw diplomatic recognition of Taiwan as a rival government. With the world's most populous military and second-largest economy, why does China care so much about these semantics? Very simply, framing matters. Even as Taiwain flips the PRC's game to strengthen ties with the US and Japan in response, the Politubro know that words have power. Unless you're careful, the more media you consume that refers to Taiwan as China's property, the more legitimate that belief will become, deep in your subconscious mind. Even if international attitudes only shift to become 0.1% more favorable towards China as a result, that still translates into [...]

Kim Jong-Un and Signalling

2018-06-09T08:29:21+00:00 By |Tags: , |

"Even if it fails... meeting a serving US president would still be hugely beneficial to Pyongyang as a means of strengthening Kim’s domestic and international position..." Not all negotiations are meant to succeed — and not every negotiator's goal is to get the best deal possible from the person across the table. Savvy leaders also use negotiations to send signals, gather information, or provoke emotional reactions from third parties. With thanks to: The Lowy Institute

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