By Brian Buck | 06.08.18
You’re Too Expensive!
The most common objection I’ve heard from customers throughout the years is, “You are the most expensive.” I must be…
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By Brian Buck | 02.08.18
Timing Is…
Just back from a two-week holiday in Sicily. Beautiful country, never been before, recommend it. Although not in July. 34…
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By Brian Buck | 30.07.18
Would You Trust A Robot To Negotiate For You?
Often times we are asked, “what does the future of negotiation look like?” Some suggest that artificial intelligence (AI) will…
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By Brian Buck | 26.07.18
Nowhere Left To Go
Years ago I was asked to evaluate a sales-training ‘game’. The player sat in front of a screencast as a…
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By Brian Buck | 23.07.18
Emotional Negotiator
“ARE YOU KIDDING ME??” I was so mad. This was the third agreement I had come to with this potential…
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By Brian Buck | 09.07.18
All Alone
Strength in numbers… Teamwork makes the dream work… We are better together… We’ve all heard these sayings about the virtues…
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By Brian Buck | 02.07.18
Foot In Mouth Disease
After being sequestered for five days in a hotel meeting room, three days in sales meetings and two days in…
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By Brian Buck | 21.06.18
Understanding the Obvious
The British are world champions at Understatement. From Captain Oates’ immortal ‘I am just going outside and may be some…
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By Brian Buck | 18.06.18
The Lazy Negotiator
If you’re anything like me, you like to combine good results, with the least amount of work. I was fascinated…
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By Brian Buck | 11.06.18
Art of Transparency
“What do you mean I can’t negotiate it for you?” My wife decided she wanted a new Jeep Grand Cherokee.…
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By Brian Buck | 07.06.18
Who do you think you are?
Some years ago, I inherited from an elderly uncle a scruffy handwritten family tree of my father’s forebears. Intrigued and…
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By Brian Buck | 04.06.18
Fear of Questions
“Mom! Why can’t I have the keys to the truck?!” My 16 year was a little exasperated with me when…
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