April 20, 2018

Name your price?

A fascinating twist on appointing Jose Mourinho as Manchester United’s new manager has arisen. Apparently Chelsea still own the rights to Mourinho’s name in conjunction with any commercial products. How does this hold up negotiations? Club merchandise is a huge business, and unless United can secure the use of their newly appointed manager’s name on […]

The fear of ‘no’.

Are you ever afraid to ask for a discount, or an ‘extra’? You’re not alone.  Personally, I am much more confident about proposing solutions to problems, hammering out deals and negotiating terms than I am about confronting someone about giving me a discount. Surely it’s the same thing – it’s asking for something I want, […]

It’s not me, it’s you: five ways to improve your relationships

Relationships are complex, and business relationships are no different to personal ones. You’re often left second-guessing meanings and questioning outcomes. If they end, you’re often left wondering: where did I go wrong?  Was it something I said? Following these few simple rules can help you get more from your relationships and ensure their longevity. Building […]

You can’t negotiate economics

I recently watched an episode of the British TV show Location, Location, Location. If you haven’t seen it, it is a property show whose presenters are experts at finding the right property. Every week they take on two sets of equally desperate or frustrated property buyers looking for their perfect house. This week the buyers […]

Don’t be weighed down by an anchor

Behavioural science has long been of interest to me, so I recently read a recommended book on the subject: Nudge by Thaler and Sunstein. It’s a good read but one section in particular reminded me of the vulnerabilities of students dazzled by fantastical tales of ‘anchoring’. Let me explain. Anchoring has been proved, through many […]

5 things that make you a better negotiator

I am often asked my top tips for being a better negotiator, so I have decided to put pen to paper and let you all in on the secret… Preparation, preparation, preparation. Nothing will get you further than being well prepared, yet this is often the part of the process we spend the least time […]

Dealing with Darth Vador

View image | gettyimages.com Lets be honest, how many of us can actually say that everyone we have dealt with has been a pussycat? It’s unlikely, to say the least, that everyone is as accommodating and interested in a joint gain as you. So how do you cope when you are faced with someone who […]

Don’t be put off by a ‘no’.

There are many people who are simply afraid to ask for something – be it a discount, a better price or compensation. But there is also a group of people who, having been brave enough to ask for something, are put off at the first hurdle, by someone saying ‘no’. Sometimes no means no, but […]