Articles

  • 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...
  • 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...
  • 5 Top Tips for Getting a Pay Rise!
      Hands up if you deserve a payrise! Yep, of course you do. And look around, everyone else has their hands up too. But payrises have been few and far between in recent times. In fact, adjusted for inflation, average earnings went down by 10% between 2008 and 2014. So...
  • From “Never, Never, Never” to “Nice Doing Business With You”
      There is hope. There is hope that your negotiation can be successful. There is hope that the toughest of negotiators you have to face can come on-side. There is hope that the most intransigent, the most aggressive, the most personally abusive of counterparties can become your ally. There is...
  • Now, that was a negotiation!
      “You think that was a negotiation? Ha, I’ll tell you about a negotiation!” A friend of mine, Wes, works at an investment bank and heads up a team that runs 9- or 10-figure property deals across Europe. A few years back, he came out of a meeting discussing a...
  • From setback to success
      Do-do happens and it is part of the journey. Sometimes it feels like really deep do-do. But we saw last week that failure does not mean forever, failure is not final. So, how do you turn setbacks into success? If do-do happens to you, what exactly should you do-do?...
  • Negotiation and Yoga
      I've just come back from a great holiday at a yoga retreat in Ibiza and the topic of negotiation came up a lot, not least when I managed to get 9 people into a nightclub for free! But it reminded me of an interview I did a few months...
  • Negotiation Mastery in the press
      Quite apart from the book reviews, I've had several articles in national newspapers or trade magazines in recent weeks so I thought it worth collating them here. More to come in the next few weeks eg, FT, Daily Mail, The Edge (magazine of the Institute of Leadership and Management)...
  • The most important negotiation the world has ever seen
      Fifty years ago this week, the world found itself staring apocalypse in the face. The Cuban Missile Crisis was the closest we have ever come to all-out nuclear war and the ensuing mutually assured destruction. Remarkably, John F Kennedy had a tape recorder running 24/7 in the White House...
  • BAE-EADS article in Sunday Express
    With the BAE-EADS merger collapsing this week, the Sunday Express wanted to know my views on why it failed. Read the article by clicking on the image below:       Negotiation Mastery is available from all good bookstores including Amazon, Foyles and Waterstones in the UK and Barnes and...