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A game of opposites: negotiation is a counter-intuitive discipline
Podcasts, powerpoints and/or papers from the presentations are available to LEADR members and
Find out ways to counter-act intuitive responses to achieve creative and collaborative solutions.
This presentation explores 10 ways that we can be defeated by our instincts and provides recommendations as to what you may consider doing to optimise your outcomes. During the discussion participants will be encouraged to discuss their own experiences associated with negotiation. Together we will traverse the nature of our intuitions and see whether or not they fit within best practice. Participants will be asked to comment on their experience with the ten points that are discussed in the presentation and how playing game of opposites may help improve their negotiation techniques. Podcast: Listen to Michael talk about this session pre-kon gres (7 mins) >> |
When negotiating, we mostly run with our intuition and follow our instincts. However negotiation as a discipline is often counter-intuitive. Best practice requires us to often go against our instincts and act out behaviours which at first pass seem to be inconsistent with desired outcomes. Yet negotiation practitioners have found that by selectively doing the opposite of what comes naturally, we are often able to achieve creative and collaborative solutions which meet the needs of each party.Michael Klug
Michael is Partner in Charge, Clayton Utz Brisbane. He practises in the area of corporate and government dispute resolution where his career has evolved from that of a commercial litigator to being a specialist negotiator, dispute resolver and creative problem-solver. He advises large corporate and government clients and has been involved in significant public disputes and commercial matters. Michael’s primary area of professional recognition is in the field of Alternative Dispute Resolution (ADR). He is one of the original Directors of LEADR and he was an original Director of the Australasian Disputes Centre. Michael is also one of Australia’s best-known speakers and trainers on the topic of negotiation. The Golden Rules of Negotiation, which Michael has written, observed and extracted, form a series of workshops which he presents throughout Australia and overseas.
Ann Taylor
A lawyer, Ann is an American who has settled in Australia. She holds a bachelor of arts and a juris doctor. Ann developed a very early interest in ADR and has worked together with Michael Klug in developing her experience and expertise in this area. Ann assisted Michael in facilitating one of the largest ADR facilitations that has occurred in Australia, known as the Medical Interest Based Bargaining Facilitation. She is also co-authoring a series of articles with Michael as part of her on-going ADR development.
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