- May 27, 2022 Have A Happy Neighbour!Change Their Mind, Have A Happy Neighbour So, here’s the scene: you want to build an extension to your house but you know it’s going to cause a lot of disturbance to your neighbour for a few weeks and you don’t want to upset them. Or maybe they might even...
- May 27, 2022 Get that pay-raise!Sometimes I have a coaching client and they tell me they want a pay-raise but it will never happen. “How do you know?” I say. “Well I’ve already asked, I got a flat ‘no’! There’s no question about it.” So I sit them down and we think it through a...
- March 29, 2021 Thinking On Your Feet3 Top Tips For Thinking Quickly When The Pressure Is On Imagine you’re in the Dragons Den, you’re up against a panel collectively worth a billion pounds. The success or failure of your business rests with the decisions you make in the next few minutes. There are 4 million...
- March 15, 2021 The Main Reason We Don’t Get What We Ask ForSo we ask for our pay-rise and we give many very good reasons why we deserve it and nine times out of ten they say ‘No’. And this is true for all types of negotiations. We ask for that discount, they say no; we ask for more to be thrown...
- January 13, 2021 Make Sure You Win Your NegotiationSo, you have a negotiation coming up, how do you make sure you win it? Well, I’ll start with another question and answering that question will show you how not to go about it. This question is how much is a million pounds worth? Fairly straightforward question. In 1994, the...
- December 16, 2020 Can we trust people?You’re buying a car, you’re lending a friend some money, you’re negotiating a contract with a supplier – they’re promising lots of great things but are you being naïve? Anyone who has read my work or been on one of my courses will know I’m a firm believer of...
- December 9, 2020 The Power Of Flattery(*Originally, posted as a blog article here, now also published as a video on Youtube) I’ve always thought my readers are a very intelligent lot, far more intelligent than average. And most of them are exceptionally good looking too. And you, I really have to say, are up there at...
- November 18, 2020 The 4 Principles of Strong Win-WinThe 4 principles of successful negotiation A few years ago I created a one hour course on Negotiation, specifically on my Strong Win-Win method, which I will publish in bite-sized chunks over the coming weeks and months. This first one outlines the 4 core principles that lie behind the...
- November 4, 2020 Negotiation StyleIt’s not what you do, it’s how you do it. Claridges - A great place to negotiate! Negotiation isn’t just about following a process, a lot depends on your style. The vibe, the atmosphere, the relationship can all impact the results. This video was made a couple of years ago...
- 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?...