Articles

  • 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...
  • Check Your Information…Then Double-Check!
    I’ve just come back from a great week in India - Goa, beautiful. It matches the Jungle Book picture we have in our heads, in a way that most of India does not. It was actually my 4th visit to the country. The last time I was there, I was...
  • Sticking to their side of the bargain
    (or 'The U.S. Debt Deal and Your Divorce') You come to an agreement with the other party but you don’t trust they will stick to it. How do you make sure they do? Well, the U.S. debt negotiations broke down last week and there are some interesting lessons you can...
  • Follow up on creativity
    Just thought I’d follow up on my last article on innovation. Perhaps I was a bit too harsh on business people who are uncomfortable with the creative process. I came across a lovely description recently which which very humorously brings out its painful nature. It was on the website of...
  • Is creativity the most important business skill?
    I had a bit of a clear out recently and came across an old magazine, a special 75th anniversary edition of Business Week, and I had to sit down and read it again, as you do, because the whole edition was dedicated to the subject of innovation. They had looked...
  • A Celebrity’s Guide to Negotiation
    I thought I would take a quick romp through history to see if there are any lessons to be learnt about the art of negotiation from some of the famous figures and celebrities from the present and past. Lyndon B Johnson & Indira Gandhi Lesson: flirt outrageously with your counterparty....
  • Negotiation Mastery
      Update: Aug 2012. The book is now available on Amazon, hope you like it! I am in the middle of writing a book called Negotiation Mastery. The idea is that it gives you the current understanding of negotiation best practice, as drawn from the literature, and then it goes...