Negotiations never come down to price

In courses we frequently get questions along the lines of “What do you do in negotiations where it just comes down to price?”

The answer is that negotiations never come down to price.

Today’s blog is available at INSEAD Knowledge.

Crisis negotiation and the Sydney siege

We (the authors of Negotiation Evolved) are in the middle of putting together our next book on Crisis Negotiation. And then tragedy struck Sydney with a hostage incident in Martin Place. Today’s article (again available on INSEAD Knowledge) offers some insight into the reasons for why negotiation is now the primary response for such crises.