Step 2: Opening Negotiations the Right Way
Introduction to Opening While an understanding of the 5 phases of negotiation is key to achieving the oft referred to “win-win” negotiation the dilemma exists of »
Negotiation – we all do it – and the construction industry has a tendency to do it rather poorly. Having acted for both the client and contractor it »
Positions vs. Interests – what are they and why do they matter? The primary failure I see when parties approach a negotiation is the wholesale failure to »
Introduction to Opening While an understanding of the 5 phases of negotiation is key to achieving the oft referred to “win-win” negotiation the dilemma exists of »
Introduction If I could give budding negotiators just one tip to dramatically increase their negotiation success rate it would be to prepare, prepare, prepare… To borrow »
There can be little argument made against the assertion that the current state of the Construction Industry in South Africa (and globally) is a largely adversarial »