It’s 3AM and you’re lying awake in anticipation that today might be the day that your deal will close. The… Read More →

Negotiators don’t necessarily derive their power from the relative size of their organisations.  In fact, many negotiators fall into the… Read More →

The most common objection I’ve heard from customers throughout the years is, “You are the most expensive.” I must be… Read More →

Just back from a two-week holiday in Sicily. Beautiful country, never been before, recommend it. Although not in July. 34… Read More →

Often times we are asked, “what does the future of negotiation look like?” Some suggest that artificial intelligence (AI) will… Read More →

Years ago I was asked to evaluate a sales-training ‘game’.  The player sat in front of a screencast as a… Read More →