Tag Archives: Negotiation tactics

Bargaining is not negotiating

Sky have been ordered by the media regulator Ofcom to open up their Sky Sports 1 and 2 channels to competitors. But just before the physical sharing is to take place there’s been a typical Murdoch move. The wholesale price Sky can charge its (not so friendly) brethren at BT Vision is linked to their […]

Nick Clegg

Negotiation 101

Your lecturer this week, Nick Clegg. When in a position of strength: Have Suitor A believe they can be replaced by Suitor B at no cost to yourself; Indicate to both Suitors how good the other is with you and your organisation; Have Suitor A and B both believe they are playing second fiddle to […]