By Brian Buck | 04.06.26
Stop negotiating against yourself
One of the most common (and most overlooked) negotiation mistakes we’ve all made is negotiating against yourself before the other…
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By Brian Buck | 01.06.26
Too much flexibility kills deals
Late stage negotiations are often defined by tension. The broad contours of the deal are clear. The economics are understood.…
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By Brian Buck | 06.05.26
“Game of Chicken” Negotiations
There’s a moment in almost every significant negotiation when someone plants a flag: “Before we go any further, you need…
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By Mark Simpson | 08.04.26
Lessons from Snoopy
We welcomed a new dog into our home last week, a three-year-old, completely untrained bundle of energy. He’s cute, but…
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By Gaëtan Pellerin | 07.04.26
Do you really need an industry expert?
“Are you an industry expert?” As a negotiation consultant, I hear that a lot, and it highlights something important: Most…
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By Brian Buck | 01.04.26
Your attitude is your first negotiation
Recently, my daughter headed back to college after spring break. Before she left, she asked for one thing: my peanut…
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By Georgina Simpson | 06.03.26
Negotiation Capability Isn’t About Gender, But It Has an Impact
International Women’s Day is often a moment to celebrate progress. But it’s also a chance to reflect on the realities…
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By Kirbi Isaac | 05.03.26
Stop fighting the ask. Start using it.
When I stepped into procurement, I thought I had a pretty good handle on negotiation. I knew how to challenge…
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By Brian Buck | 04.02.26
Using AI in your negotiations – A reality check
When we decided to host a webinar on using AI in negotiations, we knew that nearly everyone in our audience…
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By Brian Buck | 26.01.26
The Chef Effect
I like to cook, and I can make a few of my family’s favorite dishes really well. I even watch…
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By Mark Simpson | 14.01.26
Where to start?
A friend of our youngest son, nearing the end of his first year at a mid‑size accounting firm, asked for…
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By Tom Feinson | 19.12.25
How Santa saved Christmas
It was early December at the North Pole, and the workshop was buzzing—not with cheer, but with tension. The elves…
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