By Brian Buck | 04.07.22
Never share your budget
Here’s one of the most common questions asked of buyers: “What’s your budget?” The most common answer? You guessed it:…
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By Brian Buck | 20.06.22
Those who speak first, lose
The worst piece of advice ever given to a negotiator? Don’t share information. At some point in our development as negotiators, we’ve…
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By Simon Carkeek | 03.06.22
Don’t be afraid to trade
Recently, my wife, Sophie, shared a work-related dilemma with me that reminded me of how a perception of fairness, or…
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By Brian Buck | 01.06.22
Leaders: Is it time to raise prices?
There’s no denying what’s happening in the marketplace: much of China is still in lockdown, which is disrupting supply chains…
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By Keith Stacey | 03.05.22
What to do with a tuna sandwich
A friend emerged from a bakery carrying a small packet of mixed sandwiches – you know, the sort they give…
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By Brian Buck | 28.04.22
Confidence matters
In our annual Buyer/Seller Survey, we ask how confident people are in their negotiating skills. More than 44% of our respondents lack…
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By Brian Buck | 01.04.22
Why are you still negotiating?
I recently worked with someone who was dealing with a very difficult client. The client was obstinate and demanding. They…
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By Gaëtan Pellerin | 29.03.22
Is it time for you to have a negotiation coach?
Most of us desire to be the best person we can be. Most of us also find it very difficult…
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By Yannis Dimarakis | 25.03.22
Can Someone Call a Negotiator? Why Putin’s War Is So Dangerous
In my several years of work as a negotiation consultant, I have finally come to realize what every layman already…
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By Brian Buck | 01.03.22
No basis, No deal
“The whole place stops when Johnny Chan walks in.” If you play poker or like Matt Damon movies, you probably…
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By Gaëtan Pellerin | 11.02.22
Stuck in a persuasion loop?
When we’re negotiating, most of us focus on what we want. It’s the impulse to convince our colleague or spouse to agree…
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By Brian Buck | 04.02.22
We don’t discount – and neither should you
How many times have you heard (or said), “Can I have a discount?” We hear it all the time, as…
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