- 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...
- 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 6, 2013 Now, that was a negotiation!“You think that was a negotiation? Ha, I’ll tell you about a negotiation!” A friend of mine, Wes, works at an investment bank and heads up a team that runs 9- or 10-figure property deals across Europe. A few years back, he came out of a meeting discussing a...
- September 8, 2013 From setback to successDo-do happens and it is part of the journey. Sometimes it feels like really deep do-do. But we saw last week that failure does not mean forever, failure is not final. So, how do you turn setbacks into success? If do-do happens to you, what exactly should you do-do?...
- October 20, 2012 The most important negotiation the world has ever seenFifty years ago this week, the world found itself staring apocalypse in the face. The Cuban Missile Crisis was the closest we have ever come to all-out nuclear war and the ensuing mutually assured destruction. Remarkably, John F Kennedy had a tape recorder running 24/7 in the White House...
- 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.
- 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...
- 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...