Blog
5 Reasons Why Negotiations Fail
Negotiation isn't easy. In my view it is often about striking a balance between a 'science' and an 'art' - the science of keeping focused on the ultimate negotiation agreement (often financial) and the art of working with other people all with different ego states...
The Leadership Mindset
I was delighted to be asked by my pal Tony Brooks to contribute my thoughts to his Leadership Mindset podcast series. I've known Tony for quite a while but this is the first time we've really chatted at any length about leadership, and in particular, leadership...
What to do when they say ‘that’s too expensive’
Let’s face it …we’ve all been there. We’ve asked the right selling questions, identified the customer need, clarified the product benefits, asked for the order and they say: “It’s too expensive” Well….time for a quick reality check…despite what customers say it is...
What I Learnt at CMA Live 2017
Everyone said that going to CMALive17 was actually an investment, not a cost. Everyone said that going to CMALive17 would transform how I run my business. Everyone said that going to CMALive17 would allow me to hear truly world class speakers up close and personal....
A few thoughts on the TSB fiasco
The past few days have been torrid for TSB with customers, myself included, left frustrated and angry over a botched IT migration. Mixed messages about online availability have not helped the situation either. Thousands have been taking to social media to vent their...
Possible Sainsbury’s & Asda merger
Interesting times lie ahead in the UK Grocery market with the revelation this weekend that Sainsbury's and Asda are in advanced talks over a possible merger. This would make the combined group a retail giant, taking £1 of every £3 spent on groceries in the UK with...
Guest appearance on Jo Dodds’ POWER to Live More podcast
I’m pleased to let you know that a few months ago I was interviewed on the POWER to Live More podcast with my friend Jo Dodds. The ‘POWER to Live More’ show is aimed at business owners and leaders and is all about Productivity, Organisation, Wellbeing, Energy and Resilience (POWER), so on the show we talk about what I do to be productive, organise myself and keep myself and my business healthy.
Ten ways to negotiate the deal you want
90% of successful negotiation is down to preparation. Effective negotiators go to great lengths to plan the questions they will ask and the assumptions they will pressure test in order to get a totally clear picture of the current situation. Set your ‘walk away’ point...
Successfully planning the negotiation: a checklist
Negotiation position • What do we want to achieve? • How will we open the negotiation? • How might they respond? • What will their reaction actually mean? Climate • What is the appropriate behaviour and strategy to adopt? • What is our long-term business strategy and...
Negotiation is Silence: the more you say, the more you give away.
A key part of my negotiation skills workshop, where I help corporate sales or buying teams negotiate better trading agreements, is to get the delegates to simply write three words in their workbooks. The three words are 'Negotiation Is Silence'. The reason I do this...