By Gaëtan Pellerin | 06.04.26
The Truth About People Pleasers in Negotiations
If you think people pleasers automatically strengthen negotiations, you’re wrong. Yes, they believe in the value of protecting relationships (and…
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By Brian Buck | 30.03.26
Play Ball!
Every baseball fan starts the season with hope. Every team has a path to the World Series. There’s something almost…
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By Brian Buck | 23.03.26
Negotiation March Madness
Every March, a curious shift takes place across offices, airports, and home workspaces. Otherwise focused professionals suddenly become deeply invested…
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By Brian Buck | 16.03.26
Your Attitude Is Your First Negotiation
Recently, my daughter headed back to college after spring break. Before she left, she asked for one thing: my peanut…
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By Brian Buck | 09.03.26
Do You Really Need an Industry Expert?
“Are you an industry expert?” As a negotiation consultant, I hear that a lot, and it highlights something important: Most…
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By Brian Buck | 02.03.26
The $133 Billion Question
Imagine sitting down at the negotiating table and the other side says, “We might owe you money. We’re just not…
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By Brian Buck | 23.02.26
Gold Medal Team Negotiations
I’m an Olympics junkie. With the Winter Games happening in Milan, I’m glued to my screen, watching sports I barely…
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By Brian Buck | 16.02.26
Too Much Flexibility Kills Deals
Late-stage negotiations are often defined by tension. The broad contours of the deal are clear. The economics are understood. Each…
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By Kirbi Isaac | 09.02.26
Stop Fighting the Ask. Start Using It.
When I stepped into procurement, I thought I had a pretty good handle on negotiation. I knew how to challenge…
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By Brian Buck | 02.02.26
Using AI in Your Negotiations: A Reality Check
When we decided to host a webinar on using AI in negotiations, we knew that nearly everyone in our audience…
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By Brian Buck | 26.01.26
Forecast: 100% Chance of Chaos
We all felt really good about the busy week ahead, and then a major winter storm arrived. It swept across…
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By Brian Buck | 19.01.26
The Chef Effect
I like to cook, and I can make a few of my family’s favorite dishes really well. I even watch…
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