- October 9, 2012 Article in Entrepreneur CountryThe October issue of Entrepreneur Country magazine has a two page excerpt from my book on the nature of power. You can see it here. Or I guess you can by the book! Or you can read the attachments below.
- October 7, 2012 How to crack the BAE/EADS puzzle?Negotiations can get pretty complicated at times. The latest merger talks between defence company BAE and civil aviation giant EADS to create a European Boeing are proof of that and those complications could be causing it to come apart. Mergers are challenging enough, trying to find agreements between management...
- October 7, 2012 Sunday Express InterviewYesterday 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...
- September 16, 2012 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...
- September 9, 2012 Trust but verifySince 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...
- August 5, 2012 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. ...
- July 8, 2012 Planning to Make MiraclesHave 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...
- July 1, 2012 Negotiation – The Conversational WayIt’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...
- June 17, 2012 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...
- June 10, 2012 The Alternative Contents PageLast 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...