- October 27, 2020 New Negotiation Video SeriesEvil Dolphins, Dick Van Dyke and Win-Win Negotiation How to get the best result from your negotiation So, over the years, I’ve made a lot of videos on my favourite topic of negotiation – some have made the light of day, some haven’t, some have but in different guises and...
- November 1, 2017 Negotiation – Have We Got It Wrong?*This article first appeared in the Guardian Masterclass Blog. With Brexit negotiations constantly in the news, everyone has become an expert and has an opinion on what David Davis needs to do to get a good deal. But are they right? Do these beermat philosophers really know what they are talking about?...
- July 3, 2017 Top Scientist Reveals The Secret Trick To PersuasionWhat's the trick that makes your chances of persuading someone 3 times more likely? We all like to think we make our decisions based on logic and a sound analysis of the evidence but more and more science is showing that we are much less rational than we think and...
- June 26, 2017 Negotiating On Behalf Of OthersIt is part of the role of many professions to negotiate on behalf of their client; lawyers, brokers, estate agents, accountants, surveyors, actuaries, to name a few. And this certainly brings questions and concerns that do not arise when you only have yourself to consider. Interestingly, some people actually feel...
- June 26, 2017 Pricing MattersThe legal world is facing all kinds of challenges and those firms who survive are those who modernise and professionalise. With the arrival of multiple new business models, pricing structures, distribution channels and marketing approaches driven by an explosion of new technologies, the legal industry is becoming ever more competitive....
- March 30, 2017 Are we there yet?Is a Brexit deal finally in sight and what does it look like? And it is upon us. Article 50 has been triggered, the clock is ticking and we have two years to reach an agreement on the Brexit divorce settlement and, perhaps, too, the future relationship between the...
- March 19, 2017 Brexit Negotiations – Good or Bad So Far?And is David Davis Macchiavelli’s proud heir? Almost exactly nine months from the referendum and with Article 50 to be triggered any day, perhaps it is time to appraise the progress in the Brexit negotiations so far. It’s not quite half-term in the proceedings but perhaps a school report card...
- January 3, 2017 Happy New Year, There Are Grounds For Optimism!2016 was an ‘interesting’ year, perhaps interesting as in the Chinese curse, and there was a lot of doom and gloom around. And yet the new year begins and maybe there are more grounds for optimism than we imagine. In actual fact, the world is far better than ever before....
- November 16, 2016 5 Top Tips for Getting a Pay Rise!Hands up if you deserve a payrise! Yep, of course you do. And look around, everyone else has their hands up too. But payrises have been few and far between in recent times. In fact, adjusted for inflation, average earnings went down by 10% between 2008 and 2014. So...
- October 31, 2016 From “Never, Never, Never” to “Nice Doing Business With You”There is hope. There is hope that your negotiation can be successful. There is hope that the toughest of negotiators you have to face can come on-side. There is hope that the most intransigent, the most aggressive, the most personally abusive of counterparties can become your ally. There is...