Blog

  • Building Trust & Relationship Online
       Remote negotiations fail more frequently than face-to-face ones and even if they reach an outcome, it is likely to be a sub-optimal outcome. This is what the research shows and with home-working the thing these days, it's something we really need to address if we want to get good...
  • Remote Negotiation: The Best Strategy
    Online Negotiation - Don't lose the money! In recent years, more and more negotiation has moved online and sometimes it is impossible to avoid. But the research clearly shows that email negotiations are much more likely to fail than face-to-face. And I am talking about negotiation in its broadest sense,...
  • Make Sure You Win Your Negotiation
    So, you have a negotiation coming up, how do you make sure you win it? Well, I’ll start with another question and answering that question will show you how not to go about it. This question is how much is a million pounds worth? Fairly straightforward question. In 1994, the...
  • Brexit: Were The Negotiations Successful?
        As 2020 comes to an end and the infernal eternal Brexit negotiations also come to an end, what can we learn from them about negotiations? They have dominated our news for the last four years, there must be lots to pick over (just like the traditional Boxing Day...
  • Can we trust people?
      You’re buying a car, you’re lending a friend some money, you’re negotiating a contract with a supplier – they’re promising lots of great things but are you being naïve? Anyone who has read my work or been on one of my courses will know I’m a firm believer of...
  • The Power Of Flattery
    (*Originally, posted as a blog article here, now also published as a video on Youtube) I’ve always thought my readers are a very intelligent lot, far more intelligent than average. And most of them are exceptionally good looking too. And you, I really have to say, are up there at...
  • The 6 Steps to Strong Win-Win
    Collaboration does not mean weak   People often worry that being collaborative in a negotiation can be weak or can leave you open to being taken advantage of. The Strong Win-Win approach allows you to be collaborative confident you will not be taken advantage of. Moreover, it makes the other...
  • The 4 Principles of Strong Win-Win
    The 4 principles of successful negotiation   A few years ago I created a one hour course on Negotiation, specifically on my Strong Win-Win method, which I will publish in bite-sized chunks over the coming weeks and months. This first one outlines the 4 core principles that lie behind the...
  • 5 Killer Phrases All Negotiators Should Know
    Great negotiation phrases if you don't want blood on your hands   Negotiations can often be a mysterious process. Maybe the conversation has reached a sticky point, no one is budging and tempers are beginning to rise. Then one person says something and the whole situation transforms; you strike a...
  • Negotiation Style
    It’s not what you do, it’s how you do it. Claridges - A great place to negotiate! Negotiation isn’t just about following a process, a lot depends on your style. The vibe, the atmosphere, the relationship can all impact the results. This video was made a couple of years ago...