By Brian Buck | 20.11.23
Suspiciously round numbers
Signals come in a variety of forms, one of which is round numbers. Undoubtedly, anyone who has worked a spreadsheet…
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By Andy Archibald | 31.10.23
Beware the trap of: Just one more thing
We’ve just finished watching the first season of Poker Face. For those who haven’t watched it, the main character has…
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By Brian Buck | 27.10.23
Up in smoke
Did you hear the one about the lawyer who insured his cigars against fire? It’s a great yarn on how…
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By Ellis Croft | 10.10.23
The past is a foreign country: they do things differently there
One crucial way in which skilled negotiators improve the quality of their deal-making is by pricing in the different values…
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By Brian Buck | 02.10.23
Can bartering lead to bonding
Our clients work with us because we can help them get better deals, complete negotiations more efficiently, achieve more consistent…
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By Brian Buck | 11.09.23
I lost control
Have you ever lost control of an important situation? I have, and I hate it. When something is meaningful to…
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By Stephen White | 01.09.23
Who goes first?
The single most common dilemma facing negotiators is Who Goes First. I know this because it is the most debated…
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By Ann Allfrey | 21.08.23
Negotiator Barbie
Feeling rather late to the party, we have finally, as a family, booked tickets to see Barbie this weekend. Breaking…
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By Ellis Croft | 25.07.23
The imbalance of power
One of the prerequisites for a negotiation to take place in the first place is that there must be motivation…
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By Brian Buck | 18.07.23
Would you turn down $1.7B?
It sounds crazy, but I just read an article about a star athlete who turned down a $1.7B contract (salary…
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By Alan Smith | 07.07.23
Think fast, slowly
Time. The ultimate pressure point. The one thing we never have enough of and maybe the most undervalued variable we…
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By Brian Buck | 29.06.23
Change is inevitable
My youngest daughter graduates high school this week, and I’m sad. I’m super excited for her and her next adventure…
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