Blog

  • Video trailer for book
      To give you an idea of the book, I've made a promotional trailer for it and put it on Vimeo, which you can see here (or the low-res version on Youtube here), I hope you like it. It is actually version 2. A few months back we made another...
  • Whatever you want? Just ask!
      A crucial part of negotiation is to ask for what you want. That seems so elementary and yet so frequently people forget or are afraid. Of course, asking does not mean you will receive. But you can be quite sure that not asking means you will not receive.  ...
  • Planning to Make Miracles
      Have you ever walked into a meeting and forgot to bring a key document; or walked out of one thinking, “Oh, I never asked about…”; or signed a contract then realised something had been omitted? I’m sure you’re all pretty experienced and excellent at your job, and yet it...
  • Negotiation – The Conversational Way
      It’s a smoke-filled room, getting close to midnight, they’re shouting and banging the table, and sweat is dripping down your temples as you desperately try to save the deal. The clock is ticking… Hmm, quick reality check: this may be the cartoon image, it may even be your recurring...
  • Stop Discounting Your Price!
      You know the situation. You have a great product, you’ve become best friends with the customer who is really excited about buying and the deal is just about to be signed. At which point the purchasing department takes over and your best friend is replaced by someone who looks...
  • The Alternative Contents Page
      Last post we had the contents page and earlier we had an executive summary. I think its worth balancing all of that practicality with some fun stuff. On the one hand, the book is exceedingly pragmatic. You will read how to negotiate like a master and you will learn...
  • Negotiation Mastery – The Contents
    So the book is now complete and sent off to the publishers. The last i dotted, the last t crossed, the last typo’d page squashed up and thrown in the bin. Earlier, I wrote a kind-of executive summary to give you a taster, and here, below is the contents page....
  • 3-D Negotiation – A Book Review
      There are a huge number of books on negotiation out there, many of which either promote quite unhelpful tactics or promote useful tactics but don’t say anything new. “3-D Negotiation” is a book that progresses the thinking on the field and is well-written too. Its from a good source,...
  • Top Negotiator Wins Britain’s Got Talent
    So we all watched the final of Britain’s Got Talent last night and wasn’t it heartwarming to see Ashleigh and Pudsey win. In case you haven't seen it yet, they did a great dance act to the Mission Impossible theme – not that remarkable, I guess, until you realise that...
  • The Origins of Negotiation…I Think
    Negotiation began in 2374BC. This is when Noah agreed a covenant with God. If you add up the ages of all of the Enochs and the Enoshes, the Hams, the Sheps and the Japheths, and the Methuselahs and the Melchisedechs, and you include all the begets and the begats, you...