By Kirbi Isaac | 07.08.26
Don’t Make Them Guess
A friend and I recently went out to dinner and had a great meal. We ordered a few dishes to…
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By Trevor Murphy | 31.07.26
Driving a Good Deal to the Finish Line
“I have a great idea.” In a marketing agency, this statement comes up in many meetings. It may not always…
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By Brian Buck | 24.07.26
The Most Expensive Question
Recently, I was onstage making what I thought was an uncontroversial point: Negotiators should be more curious and ask more…
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By Brian Buck | 17.07.26
“I Don’t Negotiate at Home.” Really?
As I go around the country talking to groups about negotiation, I remind people that it’s a life skill they’ll…
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By Brian Buck | 10.07.26
Improve Internal Negotiations: Be a Creator
In my position, I’m frequently asked some variation of the following question: “How do I get my internal stakeholders to…
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By Brian Buck | 02.07.26
Why the Founders Almost Didn’t Sign
Two-hundred-and-fifty years ago, the Founding Fathers of the United States voted to declare independence. But there’s something most of us…
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By Brian Buck | 26.06.26
Top 5 Negotiation Issues of the Year . . . So Far
Halfway through 2026, one thing is clear: The negotiating environment isn’t getting any easier. Markets are shifting, internal pressures are…
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By Brian Buck | 24.06.26
Why You Don’t Prepare (and What It’s Costing You)
I asked a group of sales and procurement professionals how many of them consistently prepare before a negotiation. A…
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By Brian Buck | 08.06.26
Your Team Negotiates Like You Do
Culture is one of those things that everyone talks about but few leaders actually manage. We invest in strategy, talent,…
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By Brian Buck | 01.06.26
Your Bed’s Been Made. Now What?
There’s an old saying: You’ve made your bed, now lie in it. Great life advice. Terrible negotiation strategy. At some…
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By Gaëtan Pellerin | 18.05.26
Don’t Let Tension Be the Enemy of Strategy
I was at a funeral several weeks ago, and I found myself experiencing and observing a variety of emotions —…
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By Brian Buck | 11.05.26
Stop Negotiating Against Yourself
Some time ago, I was preparing for a negotiation in which I was pretty confident that I was owed some…
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