Sinful negotiation behaviour – ways to avoid losing out
When negotiating a multi-million pound deal, or perhaps your pay or job role – you need to remain calm under...Read more
Creating empathy – the first rule of negotiation
In the words of the FBI’s former lead hostage negotiator, Chris Voss, “if you don’t create empathy with the hostage-takers,...Read more
How to reduce the fear factor at the negotiating table
Stress and aggression trigger the brain’s threat system. So many negotiations are unsatisfactory because we dive into money and numbers...Read more
No more price concessions! Tradeables are your secret weapon!
Being squeezed on price? Know your tradeables! Alternative options that cost you ...Read more
The danger of false expectations in negotiation
Could you be losing out by creating false expectations in your negotiations? The brain is not capable of judging a...Read more
Hidden forces in negotiation – don’t be caught out
Cognitive biases – invisible thinking traps. When we negotiate it is often under tense conditions, where there is potentially a...Read more
Bluffing in negotiation – signals to look out for!
“How do you tell if the other side is bluffing?“ When people lie, activity in the conscious brain network increases....Read more
How to throw away money & wreck relationships
Know your neuroscience! Understand how your brain works under pressure and the impact it has on your negotiation performance and...Read more