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Partners
We may one day look back and recognise BHP's opening gambit as a visionary 5D chess move. For now, it looks like an unnecessarily hostile and complex bungled bid, writes Helena Wasserman.
I have a very successful friend who credits most of his corporate triumphs to once reading half a book about hostage negotiations.
It set him up for life, he says. Often, against all odds, he clinched deals by simply following its basic rules. First is to convince your counterparty that you aren't adversaries: the situation is the adversary. You are actually negotiating partners who need to work together to resolve a complex situation. Other effective tips include making gestures that build trust, using humour and "positive vibes only", and genuinely negotiating in good faith.
