Commercial insight, without the noise
Thinking on negotiation, influence, and deal performance - blending timely commentary with evergreen principles you can use immediately.
Reflections from the field.
Patterns that repeat under pressure.
Practical ideas for leaders who care about outcomes, not theory.
When the other side says no in a negotiation, don’t rush to concede. Use these five practical steps to uncover what’s really blocking agreement and create a route forward.
Seniority brings authority - but it can also reduce flexibility.
Why training is only the starting point - and how learning, practice, application and coaching combine to create lasting capability.
Most negotiation training is designed to be delivered, not designed to be remembered. AI matters not because it can replace judgement, but because it can help people prepare, retrieve, rehearse and apply negotiation skills more effectively over time.
The hidden commercial calculation behind every successful negotiation
Why intelligent people bluff - and what they're really telling you
Why we need to put the friction in the right places.
Understanding your behavioural profile as a negotiator is useful. Understanding the situations that influence your behaviour gives you the opportunity to make better choices. The negotiation doesn't care what behavioural profile you completed.
Some of the best negotiation opportunities present themselves in the most unlikely of places. Here's what football, Brussels sprouts, walking the dog and work reports can teach us about trading value.
Information disclosure can build trust, create movement and unlock value - but it can also weaken your position if you reveal the wrong thing at the wrong time.
How small changes in your language can protect value, preserve flexibility and improve negotiation outcomes.
