Category Archives: Negotiation Fundamentals

Saying No – more complex than you think

One of the most fundamental sources of power in negotiation is the ability to say “No”. If one party to a negotiation can truly not refuse to agree it has a massive problem. Even when … Continue reading

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Practice does not make perfect

The issue with practice There is a misunderstanding based on research conducted into effectiveness that you need 10,000 hours of practice, feedback and coaching to become really outstandingly good at something. This was popularised by … Continue reading

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Anchoring effectively – research update

Readers of this blog and alumni of my fee negotiation workshops know that anchoring is one of the most effective tools at the disposal of a negotiator. Benefits of good anchoring Good anchoring allows negotiators … Continue reading

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How to improve your negotiation skills and have fun

I want to wish all readers a wonderful and restful summer break. Vacations are often a good opportunity to negotiate with street vendors or bazar merchants. You have little to lose, will never see the … Continue reading

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How are pricing and negotiation linked?

A lot of professionals struggle to fully understand the link between pricing and negotiation. Here are some thoughts to help understand how pricing and negotiations are linked. The challenge Many professionals find it difficult to … Continue reading

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Pitching without pricing – a form of madness

Why pitching without good pricing is a form of madness and harmful to a firm Continue reading

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Flinching

How to flinch well and why it is so important Continue reading

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