Negotiation

  • Sunday Express Interview
      Yesterday I was telephoned by Tracey Boles, the Business Editor of the Sunday Express, for my views on the latest developments in the merger discussions between BAE and EADS, specifically some of the moves by various national governments and how this will impact the deal. I've attached Tracey's article...
  • Glencore, Xstrata and Tony Blair – Just exactly what did he do?
      Last week an $80bn merger between mining giants Glencore and Xstrata seemed to be hitting the rails until Tony Blair saved the day (well, maybe) at a very nice dinner at Claridges. Tracey Boles, the Business Editor at the Sunday Express, asked me exactly how he would have done...
  • Trust but verify
    Since the book is being published this week, I thought I would post a short excerpt from the book to give you a flavour of it. Trust but verify So you find yourself in a negotiation and the guy on the other side of the table has horns, cloven feet...
  • 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....