Xeneta Summit day two: what 2027 holds for ocean and air

Day 2 of the tenth Xeneta Summit covered two things every shipper needs in 2027: how to think when the stakes are high, and what the market will do while you are thinking. The morning opened with two keynotes on decision-making and organisational change. The afternoon put our analysts on stage with the Ocean and Air Market Outlook for 2027.

The day opened with a question to the room: do you think you are rational? The keynote argued that most humans are far less rational than we believe, and the body you bring to a negotiation shapes the deal you leave with.

People with a full bladder hold out longer in negotiations (Psychological Science, 2011). A hard chair makes both parties more rigid in their positions (Science, 2010). And one night without sleep turns up the brain's threat response (Current Biology, 2007).

The practical advice for anyone heading into a rate negotiation came in three parts:

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