The Negotiation Club

In this thought-provoking episode, I sit down with Oscar Trimboli—author of 'how to listen"—to explore a skill often overlooked in negotiation training: self-assessment. While Oscar's expertise lies in deep listening, our conversation quickly uncovered a powerful crossover between listening and reflective learning, particularly in the context of negotiation practice. Together, we unpack the psychological difference between receiving feedback from others and assessing your own performance. Oscar shares powerful insights and practical examples from both neuroscience and professional experience, highlighting why developing a strong ‘self-assessment muscle' is essential for long-term improvement. This episode is more than just a discussion—it's a call to action for negotiators to pause, reflect, and take ownership of their learning journey.

In this episode of The Negotiation Club Podcast, Philip Brown is joined by Phill Elston, Operations Director at Brompton Bicycle, to explore the Amnesty Negotiation Tactic—a powerful preparation tool that encourages openness, trust, and full disclosure before entering a negotiation. Together, they discuss how an “amnesty session” helps uncover hidden commitments, manage internal alignment, and prevent surprises at the table. With a strong focus on emotional control, listening to understand, and creating psychological safety, this episode offers a fresh perspective on how to prepare for negotiations that matter. Want to put it into practice? Head over to the Negotiation Card on Amnesty and try out a scenario with your team or club members. It's a game-changer for anyone looking to strengthen their pre-negotiation preparation.

In this episode of The Negotiation Club Podcast, I'm joined by none other than Phil Ideson, the founder of The Art of Procurement. Together, we explore one of the most under appreciated yet powerful elements of any negotiation – Creating Tension. JOIN The Negotiation Club to Practice Your Skills Phil brings his wealth of procurement experience to the conversation as we dissect how and why creating tension can reframe complacent relationships, especially when dealing with long-term suppliers or monopolistic environments. More than just a theory, this episode is about how you can practise this skill, using a new Negotiation Card focused on ‘Creating Tension'. You'll learn: When and why tension is vital in procurement negotiations How to use careful, purposeful language to spark movement without damaging relationships Why tension must be backed by credibility and preparation—not just clever phrasing And how to bring this tactic to life in your own practice sessions through the Negotiation Club's methodology This episode isn't about confrontation—it's about strategic positioning, soft power and ultimately, creating room for value. So grab your headphones, your negotiation cards, and get ready to practise a tactic that can genuinely shift your next negotiation.

In this engaging episode of The Negotiation Club Podcast, Philip Brown reconnects with Tony Powers, a retired police officer and early participant in The Negotiation Club. Together, they dive into Tony's fascinating career transitions—from the police force to academia and property investment—culminating in a thoughtful discussion about negotiation techniques inspired by legal and policing practices. The episode explores how personal experiences and biases often cloud judgment in negotiations, potentially leading to missed opportunities. Tony shares insights from his police training and legal expertise, underscoring the importance of approaching negotiations with an open mind and viewing situations "through the eyes of others." This perspective, rooted in the Greek origins of the word "empathy" (Em & Pathy), forms the basis of the "Empathy Tactic"—a new negotiation approach to challenge biases and expand understanding. Listeners will learn how to: Recognise and overcome biases in negotiations. Apply the "Em & Pathy" tactic to consider all perspectives. Practice this skill purposefully to improve real-time decision-making. By the end of the episode, Philip and Tony introduce the idea of creating a Negotiation Card for the "Empathy Tactic," allowing practitioners to hone this essential skill through structured exercises. This podcast is a must-listen for anyone looking to enhance their negotiation strategy with a fresh and actionable perspective.

Don't JUST listen... DO! JOIN THE NEGOTIATION CLUB AND PRACTICE YOUR SKILLS! 30 DAY FREE TRIAL OFFER HERE In this Episode of The Negotiation Club Podcast In this episode of The Negotiation Club Podcast, Philip Brown (TNC Founder) teams up with Michael Phillips (Negotiation Trainer and Author if "The Naked Negotiator") to delve into the powerful concept of cognitive bias and its role in negotiations. They explore the "Anchoring Reference," a game-changing tactic that uses unrelated or preemptive numbers to influence perceptions and decisions. From Robert Cialdini's story about sales tactics to Mike's experiment with random numbers shaping champagne prices, discover how anchors can guide discussions and shape outcomes. Want to practice this for yourself? Join The Negotiation Club (30 day FREE trial) to refine your skills in a supportive, hands-on environment. Plus, check out our new Negotiation Card—the "Anchoring Reference"—designed specifically to help you master this technique in real-world scenarios. Don't miss this insightful episode!

This Negotiation Club Podcast episode Philip Brown (LinkedIn) has the amazing John Lowry (LinkedIn) as a guest to discuss "The Last Penny" negotiation tactic highlighting the balance between securing a good deal and preserving relationships for long-term value. John shared an impactful story from one of his mentors, who, despite relentless efforts to negotiate a discount for a $15,000 furniture set, encountered a store policy of zero negotiation. Even a simple $14.99 repair pen was non-negotiable, leading to feelings of dissatisfaction despite the purchase. This strict adherence to policy cost the store a future customer and generated negative word-of-mouth. The core lesson emphasised by Lowry was the value of yielding “the last penny” as a strategic investment in the relationship. He referred to a J. Paul Getty quote that encapsulates the idea: if you insist on making every penny in a deal, you risk having fewer deals overall. This tactic suggests giving a perceived win to the other party to create goodwill and encourage repeat business, which sophisticated negotiators understand is essential for long-term success. Key takeaways included understanding the psychology behind making concessions at the right time to maintain a positive relationship. This involves ensuring that the other party feels victorious, even if the gain is minor, thus boosting their perception of the deal and making future collaborations more likely​ NEGOTIATION TACTIC - The Last Penny (Page) For more details on The Last Penny tactic and other negotiation techniques, visit The Negotiation Club's website. There, you'll find insights on practical negotiation strategies and training resources. NEGOTIATION CARDS - The Last Penny (Card) At The Negotiation Club, we emphasise hands-on practice with our specialised Negotiation Cards. We're excited to introduce our latest addition—the Last Penny tactic card. This card guides you through practicing the timing and psychological finesse needed to offer that final concession, ensuring both sides feel valued and poised for future deals. Incorporate this card into your practice sessions to hone your skills and master the art of balancing substance with relationship-building. JOHN'S BOOK "Negotiation Made Simple" While you're exploring, consider checking out John Lowry's acclaimed book, Negotiation Made Simple, which is packed with practical advice and expert insights. You can also tune into John's podcast, Negotiation Made Simple, for more in-depth discussions on mastering the art of negotiation. Don't miss out on these resources to enhance your negotiation toolkit!

In Episode 17 of The Negotiation Club podcast, host Philip Brown is joined by seasoned negotiator and author Patrick Tinney. Together, they dive into the transformative power of SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) as a key tool for honing negotiation skills. Both Patrick and Philip emphasise that while many negotiators focus on tactics or processes, the ability to "strategically" apply SWOT principles can make a significant difference in how negotiations unfold. Negotiation Card: "Positive Risk from SWOT" Key Themes of the Episode: SWOT as a Strategic Foundation: Patrick highlights how SWOT analysis serves as a foundation for smart negotiation strategies. Understanding your strengths and opportunities allows you to identify key leverage points in any deal, while recognising weaknesses and threats helps to mitigate risks. He encourages negotiators to regularly practice SWOT to stay sharp and adaptable in any situation. Leveraging Opportunities and Strengths: Patrick shares the importance of focusing on strengths and opportunities to create what he calls “positive risk”—a concept that involves taking calculated chances to unlock growth and value in negotiations. For listeners, practicing how to identify and leverage these opportunities is a crucial step toward crafting smarter deals. Avoiding Negative Risk: While embracing positive risk is key, Patrick warns against the pitfalls of negative risk, which can destabilise negotiations. He illustrates this with real-world examples, advising negotiators to avoid deals with legal liabilities or imbalanced terms that could lead to long-term issues. Why SWOT is a Negotiator's Best Friend: Patrick and Philip agree that SWOT helps negotiators think strategically and identify hidden value, which often goes unnoticed in a negotiation. Whether it's a procurement deal or a high-stakes sales pitch, practicing SWOT analysis before entering the room ensures a more comprehensive view of the playing field. SWOT in Practice: Patrick recommends a hands-on approach: before entering any negotiation, take time to perform a SWOT analysis on yourself, your team, and your counterpart. This exercise will reveal both leverage points and vulnerabilities, ultimately helping you craft more balanced, successful negotiations. Actionable Takeaway for Listeners: Both Philip and Patrick stress that SWOT analysis isn't just a theoretical tool—it's something every negotiator can practice daily. Start by applying SWOT to your own career or recent negotiation experiences. This will help you better understand what you've done well, where you've faltered, and how you can improve in future negotiations. By continuously practicing SWOT, you'll gain the ability to identify leverage points quickly and approach each negotiation with confidence and clarity. Episode 17 of The Negotiation Club is a must-listen for anyone serious about improving their negotiation skills. Patrick Tinney's insights into SWOT analysis and the power of positive risk offer listeners practical tools they can apply immediately. As always, Philip Brown's focus on practice over theory ensures that these concepts are accessible and actionable for negotiators at every level. Tune in to this episode to sharpen your strategic thinking and take your negotiation skills to the next level!

In this episode of The Negotiation Club podcast, Philip Brown sits down with Gene Killian, a lawyer and host of the Station-4-Negotiation podcast, to explore the art of patience in negotiations. Gene, who has extensive experience in both legal and business negotiation, emphasises that negotiation is less about gimmicky techniques and more about deep, thoughtful principles like patience. The conversation touches on the nuances of various negotiation tactics but firmly centres on the idea that patience is the most vital skill a negotiator can develop. Key Discussion Points: Techniques vs. Principles: Gene explains that while techniques such as mirroring and labelling (popularised by Chris Voss) can be useful, they risk coming off as artificial if overused. Instead, he advocates for developing core principles that underpin successful negotiation, the most important of which is patience. In business, patience enables deeper connections and stronger long-term relationships, unlike high-stakes FBI hostage negotiations where quick tactics might suffice. Patience in Negotiation: Gene highlights that rushing through a negotiation often leads to missed opportunities. He uses the metaphor of trickle, flow, gush, borrowed from an FBI negotiator's philosophy, to describe the gradual unfolding of a productive negotiation. He stresses that taking time to build rapport and understand the other party's needs can unlock new options that weren't initially apparent. Understanding the Other Side: A recurring theme in the discussion is the idea that negotiators must seek first to understand before seeking to be understood. Drawing from Stephen Covey's principles of empathetic listening, Gene emphasises that patience is about not just waiting but actively engaging, asking thoughtful questions, and probing beneath the surface of a counterpart's statements to find out what really matters to them. Reacting vs. Responding: Gene and Philip agree on the importance of responding rather than reacting. Patience, according to Gene, is not simply waiting but involves thoughtful responses instead of emotional reactions. In tense negotiations, stepping back to analyse why something was said rather than immediately reacting can prevent costly missteps. Game Theory and Risk Analysis: Another fascinating point Gene brings up is how game theory applies to negotiation, especially when dealing with aggressive counterparts. When faced with aggressive negotiators, Gene advises making proportionate aggressive moves to re-establish balance, but only after careful analysis of the situation—again emphasising the need for patience. Why Patience Matters: Patience is essential because it allows negotiators to slow down, build rapport, and genuinely understand the other party's needs and interests. Rushing negotiations often leads to hasty conclusions and missed opportunities for creative solutions. Gene's advice is simple yet profound: Don't rush to the final offer. Take the time to explore all possibilities, as this will often lead to better outcomes. Takeaways for Listeners: Practice Patience: In your next negotiation, focus on being patient. Resist the urge to rush through to the end. Build Rapport: Use small talk and gradual rapport-building as essential tools to strengthen your negotiation position. Understand First: Prioritise understanding the other side's perspective before pushing your own agenda. Respond, Don't React: Take the time to craft thoughtful responses instead of reacting emotionally in the heat of the moment. For anyone interested in enhancing their negotiation skills, this episode underscores the power of patience and thoughtful engagement in achieving better results. Be sure to check out Gene Killian's podcast, Station-4-Negotiation, for more insightful discussions on negotiation.

This podcast episode explores the negotiation tactic of framing, which involves strategically presenting information to influence the other party's perception and guide them towards a decision that benefits you. The podcast host, Philip, discusses this technique with Keenan, a former law student and participant in Philip's negotiation workshops. Here's what listeners will gain from this podcast: Understanding different framing approaches: The episode distinguishes between positive framing, which highlights the gains of accepting a proposal, and negative framing, which emphasises the potential losses of not accepting it. Learning about loss aversion: The podcast explains the psychological principle of loss aversion, where people are more motivated to avoid losses than to achieve gains, making negative framing a potentially powerful tactic. Practical application through examples: Keenan shares examples from negotiation competitions where he successfully used framing, illustrating how to apply this tactic in real-world scenarios. Emphasis on practice: Both Philip and Keenan underscore the importance of practicing negotiation skills, highlighting that it helps identify effective tactics and builds confidence. The Negotiation Club is mentioned as a platform for individuals to safely practice and refine these skills. By listening to this podcast, individuals can gain a deeper understanding of framing as a negotiation tactic, learn how to apply it effectively, and recognise the importance of practice in honing negotiation skills. NEGOTIATION CARD "Framing"

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Host: Philip Brown; Founder of The Negotiation Club Guest: Mohammed Teleb; Negotiation Practitioner “You can only expand the pie in negotiation when both sides understand what each needs from the deal!” Episode Overview: In this episode of The Negotiation Club Podcast we're thrilled to be joined by Mohammed Teleb, a global commercial director and expert negotiator. Together, we'll explore how you can use visualisation and empathy to unlock better outcomes in high-stakes negotiations. Whether you're dealing with complex contracts or just looking to sharpen your negotiation skills, this episode is packed with real-world strategies that you can put into practice right away. Key Negotiation Lessons from the Discussion: Visualisation for Clarity: Mohammed emphasised the power of visualisation in explaining complex contractual terms like liquidated damages. By narrating real-world scenarios, he could help the counterpart understand the practical implications of the terms, such as how penalties for delays affect operations. Shifting Perspectives (Empathy): One of the core techniques discussed was the need to get the counterpart to “step into your shoes.” This approach fosters empathy, helping the other party see how the terms affect your side of the negotiation and opening the door for collaborative solutions. Balancing Penalties with Incentives: A key theme was balancing punitive elements like liquidated damages with positive incentives (i.e., “the carrot and the stick”). Mohammed and Philip explored how to turn a purely punitive framework into one that also offers rewards for exceeding expectations, such as early delivery bonuses. Tailoring Communication: The importance of tailoring communication based on cultural, regulatory, and individual backgrounds was discussed. Mohammed gave an example of government audits creating stringent requirements that had to be carefully navigated with empathy and understanding. Preparation: Another vital lesson was the importance of preparation before engaging in negotiations. Knowing the other party's business, context, and personal circumstances can help avoid misunderstandings and build trust. Emotional Intelligence and Storytelling: Mohammed highlighted the use of emotional intelligence and storytelling to humanise negotiations. By making abstract terms relatable, such as through analogies to everyday life or workplace scenarios, negotiators can create rapport and reduce friction. This episode is packed with practical examples and actionable tips for both seasoned professionals and those new to the field. Tune in to learn how to bring empathy, clarity, and effective communication to your negotiations! How to make abstract contract terms like liquidated damages relatable using storytelling. The importance of getting the counterpart to “step into your shoes” to foster collaboration. Balancing penalties with incentives to drive better performance. The critical role of preparation and understanding cultural or organisational nuances in negotiation. Introducing the “In My Shoes” Negotiation Card In this episode, we're excited to introduce the “In My Shoes” Negotiation Card, a tool designed to help you practice and master the powerful technique of getting the other party to understand your perspective. This card encourages you to use storytelling and visualisation to illustrate how a negotiation issue impacts you, fostering empathy and collaboration. Whether you're negotiating contract terms, timelines, or payments, the “In My Shoes” card will guide you through exercises that challenge you to clearly communicate your position and create win-win outcomes. Perfect for both beginners and seasoned professionals, this card is an essential addition to your negotiation toolkit.

Host: Philip Brown, Founder of The Negotiation Club Guest: Jim Meldrum, LinkedIn Trainer “Your LinkedIn profile is your silent negotiator—make sure it speaks for you before you even walk into the room.” Episode Overview: In this latest episode of The Negotiation Club Podcast, we had the pleasure of sitting down with Jim Meldrum, a seasoned Sales and Marketing professional with extensive experience in helping individuals and businesses harness the power of LinkedIn. Over the years, Jim has become one of the most sought-after LinkedIn Profile gurus, offering valuable insights, training, and strategies for individuals and companies alike. Key Takeaway: LinkedIn's Influence on Negotiations One of the most striking insights Jim shared in this episode is that 75% of professionals check their counterparts' LinkedIn profiles BEFORE meetings. Think about that—before you even step into a negotiation or a meeting, the other side is likely to have formed an impression based on your LinkedIn presence. This can shape how they approach the negotiation, what biases they bring, and even the leverage they perceive. We delve into how a well-crafted LinkedIn profile can significantly impact your professional relationships and, more importantly, your negotiations. Jim's expertise extends beyond just creating a good profile—he focuses on how your LinkedIn presence can become a strategic tool in your business negotiations. The Growing Library of Podcast Negotiation Cards: "LinkedIn Rapport" As always, we're making sure you get to practice the lessons you hear on the podcast. For this episode, we introduce the “LinkedIn Rapport” Negotiation Card—part of our growing Podcast Negotiation Card Library. This card focuses on helping you refine and optimise your LinkedIn profile to: Build rapport before negotiations even begin. Control the narrative and bias others may form about you. Showcase your skills and credibility, turning your profile into a silent negotiator on your behalf. Use this card in your practice sessions to role-play scenarios where LinkedIn profiles influence pre-negotiation expectations, and see how this added layer can affect the dynamics of your discussions. Research: The Impact of LinkedIn on Professional Relationships Research has consistently shown that LinkedIn has a profound effect on professional interactions. A recent study revealed that a well-maintained LinkedIn profile can boost your credibility by 35%, increasing trust in your personal brand and professional capabilities. This is especially important in negotiations, where first impressions and trust play pivotal roles. LinkedIn also provides a subtle but powerful form of leverage. Profiles that demonstrate thought leadership, skill proficiency, and a broad professional network can influence how others perceive your negotiating power. Conversely, a poorly maintained or incomplete profile may detract from your perceived professionalism. In Jim's words, “Your LinkedIn profile is your digital first impression”—and in negotiation, that can make all the difference. Check Out Jim Meldrum on LinkedIn Want to learn more from Jim and see his LinkedIn expertise in action? Look him up on LinkedIn here. You'll quickly see why he's one of the best in the business at helping individuals and SMEs optimise their LinkedIn presence. This episode isn't just about listening—it's about applying! Make sure to grab the “LinkedIn Rapport” Negotiation Card and start practicing today. Remember, the skills you develop through practice will set you apart from the 75% who only listen. Now You Need To Ask: "What insights from your LinkedIn profile are impacting your negotiations?" ----- FOLLOW ... Never miss an episode and keep on learning! Tune in to this episode to learn how to master conditioning language, framing, and understanding the other party's intentions, and add these powerful tools to your negotiation toolkit. JOIN ... The Negotiation Club! We highly recommend anyone interested in building their negotiation skills to consider joining The Negotiation Club, starting their own club, or simply getting a deck of our Negotiation Cards to practice. Remember, there is no progress without practice, and having the right people around you can elevate you to lofty heights!

Ever heard of "Trust Currency"? In this episode of the Negotiation Podcast, host Philip Brown sits down with renowned negotiation expert Keld Jensen to delve into the critical concept of “Rules of Engagement” in negotiations. Keld, who has pioneered the groundbreaking approach known as “NegoEconomics,” shares his insights on the importance of setting the stage at the very beginning of any negotiation. They discuss how explicitly defining the approach—whether the negotiation will be “Positional” or “Collaborative”—can dramatically influence the outcome. By laying out the rules of engagement from the start, negotiators can avoid misalignment, foster trust, and unlock hidden value that often goes untapped in traditional negotiation tactics. WARNING: Knowing When and When Not to use them! However, Keld and Philip also emphasise that while this technique can be incredibly powerful, it is not universally applicable. The success of setting rules of engagement depends heavily on the context and the nature of the negotiation. It requires careful consideration and strategic thought before implementation, ensuring it aligns with the specific situation at hand. NEGOTIATION CARD "Rules Of Engagement" To accompany this insightful episode, we're introducing a new Podcast Negotiation Card focused on the “Rules of Engagement.” This card is designed to help you practice this crucial technique in your own negotiations. While it might feel like every technique should be used in every negotiation, the reality is more nuanced. It takes experience to know when and how to apply different strategies effectively. Keld Jensen highlights that certain negotiation contexts, such as hostage situations, require entirely different approaches. The Podcast Negotiation Cards serve as a unique resource to master these skills, offering structured practice while encouraging you to learn from your experiences. Listen, Learn, Practice! Listeners are encouraged to visit our website to explore more about the Negotiation Cards, where they can also find a growing library of these unique tools from other experts. These cards are an essential addition to your negotiation toolkit, enabling you to practice with purpose and build your negotiation experience. Club Membership for Practice Negotiation Cards for Practice Negotiation Courses for Practice Link to Negotiation Cards and More: Visit our website to learn more about the Podcast Negotiation Cards and how they can help you enhance your negotiation skills.

Host: Philip Brown, Founder of The Negotiation Club Guest: Mark Davies, Negotiation Trainer “Time doesn't just pass in negotiations—it builds pressure. The Crescendo Effect is about managing that pressure to your advantage.” Episode Overview: In this latest episode of The Negotiation Club Podcast, Philip Brown engages in a compelling conversation with negotiation trainer Mark Davis, who sheds light on a crucial yet often underestimated aspect of negotiations—the "Crescendo Effect". Mark, who was one of the first to test our Negotiation Cards at a London workshop, shares his deep understanding of how time pressure can profoundly influence negotiation dynamics. The Crescendo Effect refers to the anxiety, discomfort, and mounting pressure that builds as time runs short and critical decisions need to be made. This feeling is something we've all experienced, especially when facing impending deadlines—like when we have exams. Initially, when the exams are far off, we feel comfortable and spend ample time preparing. However, as the exam date approaches, anxiety can spike, leading to panic and a sense of unpreparedness. This is the same type of pressure that can manifest in negotiations, making it crucial to recognise and manage these emotions effectively. Mark emphasises that by being aware of the Crescendo Effect and learning to manage the associated pressure, negotiators can avoid rushed decisions and instead focus on maximising the value available in the negotiation. NEW NEGOTIATION CARD "The Crescendo Effect" At The Negotiation Club, our goal is not just to understand these concepts but to practice them. To help you master the Crescendo Effect, we've created a new Negotiation Card specifically designed for this purpose. This card will enable you to practice handling time pressure in negotiations, helping you refine your skills and make more strategic decisions under stress. “The Crescendo Effect is the rising tension that can push you toward poor choices—or, if managed, toward brilliant outcomes.” For more insights into the Crescendo Effect, including the pros and cons of this phenomenon, visit our website. Let's turn theory into practice and sharpen our negotiation skills together! ----- FOLLOW ... Never miss an episode and keep on learning! Tune in to this episode to learn how to master conditioning language, framing, and understanding the other party's intentions, and add these powerful tools to your negotiation toolkit. JOIN ... The Negotiation Club! We highly recommend anyone interested in building their negotiation skills to consider joining The Negotiation Club, starting their own club, or simply getting a deck of our Negotiation Cards to practice. Remember, there is no progress without practice, and having the right people around you can elevate you to lofty heights!

Host: Philip Brown, Founder of The Negotiation Club Guest: Luke Tomlinson, Procurement Professional “Conditioning language isn't just about setting expectations; it's about sculpting the deal.” Episode Overview: In this thought-provoking episode, host Philip Brown sits down with Luke Tomlinson, a seasoned Procurement Professional with a background in Sales. Luke's experience on both sides of the commercial fence provides a unique perspective on negotiation dynamics, making this episode particularly insightful for anyone eager to refine their negotiation skills. NEGOTIATION MICRO-MOMENTS The discussion centres on a “micro-moment” negotiation technique that listeners can practice and perfect: the concept of “Conditioning Language.” Luke explains how conditioning language plays a crucial role in setting the stage for successful negotiations by strategically shaping the expectations of the other party through the use of language, stories, and context right from the start. D.I.S.C. PROFILES? Luke, who identifies with a ‘Blue' personality type as defined by the DISC assessment (emphasising logic and thorough preparation), advocates for using conditioning language to create an atmosphere of trust and mutual growth. He underscores the importance of careful planning and positive framing to establish a productive negotiation environment. "FRAMING" IN NEGOTIATIONS A significant point Luke discusses is the importance of “framing” within negotiations. Often, the other party might perceive a situation as low value or even negative. However, by positively reframing the situation and effectively “selling” it to the other party, you can lay the groundwork for a successful negotiation. This ability to reframe a situation can turn a potentially challenging negotiation into an opportunity for collaboration and positive outcomes. AVOID ASSUMPTIONS Philip Brown also highlights a crucial insight—there's a common assumption that suppliers are always eager to sell, but as procurement professionals know, not all customers are treated the same. Larger customers might receive better discounts than smaller ones, even though it's the smaller customers who may need the break more. This underscores the importance of not assuming the intentions of the other party without first testing them. By using framing in your conditioning language, you can explore and understand the true motivations and intentions of the other side, leading to more effective negotiations. CONDITIONING LANGUAGE FOR DIFFERENT STYLES Additionally, Luke emphasises the need to consider the personality style of the other person in the negotiation. Whether they have a “Blue,” “Red,” “Yellow,” or “Green” personality type, understanding these styles can significantly influence how you frame and deliver your conditioning language. The key takeaway is the necessity of adapting your approach to the possible styles you might encounter. Misjudging the other person's style or failing to resonate with their perspective can derail the negotiation. Therefore, acute observation, active listening, and flexibility are essential to ensure your language aligns with the other party's style, allowing you to reassess and adjust as needed. NEGOTIATION CARD "Conditioning Language" This episode is not just about theory—it's about practice. Luke's insights on conditioning language, framing, and testing assumptions have inspired a new Negotiation Card, titled “Conditioning Language.” This card is designed to help practitioners actively practice and refine their use of these techniques in various negotiation scenarios, with a keen awareness of the different personality styles they may face. The message is clear: practice is crucial—listening to the podcast is just the beginning, but real progress comes from applying these techniques in your own negotiations. FOLLOW ... Never miss an episode and keep on learning! Tune in to this episode to learn how to master conditioning language, framing, and understanding the other party's intentions, and add these powerful tools to your negotiation toolkit. JOIN ... The Negotiation Club! We highly recommend anyone interested in building their negotiation skills to consider joining The Negotiation Club, starting their own club, or simply getting a deck of our Negotiation Cards to practice. Remember, there is no progress without practice, and having the right people around you can elevate you to lofty heights!

Host: Philip Brown, Founder of The Negotiation Club Guest: Moshe Cohen, Negotiation Trainer and Author of "Collywobbles; How to Negotiate When Negotiating Makes You Nervous" “Pause, reflect, excel—slowing down is the key to negotiation mastery.” Episode Overview: In this insightful episode of the Negotiation Podcast, host Philip Brown engages in a compelling conversation with Moshe Cohen, a seasoned negotiation expert, mediator, and author. The episode delves into the critical technique of “slowing down” in negotiations—a skill that can significantly impact the outcome of any negotiation scenario. Philip introduces Moshe Cohen, who brings decades of experience in negotiation and mediation. Moshe has been teaching negotiation since 1996 and currently shares his expertise at Boston University's business school. He is also the author of the book "Collywobbles: How to Negotiate When Negotiating Makes You Nervous", which focuses on managing emotions during negotiations. The Emotional Dynamics of Negotiation: Moshe discusses how emotions play a crucial role in negotiations, often influencing the outcome more than the negotiator's skills themselves. He explains that emotions are the first to respond in any negotiation scenario, which can lead to hasty decisions that might not align with the negotiator's strategy. This emotional response, whether it's excitement, anger, or fear, can derail even the best-prepared individuals. The Concept of “Slowing Down”: Central to this episode is the discussion on the technique of slowing down during negotiations. Moshe highlights how taking a moment to pause and manage emotions can prevent reactive decision-making and allow for more strategic, thoughtful responses. This technique involves recognizing physical cues—such as increased heart rate or tense muscles—that signal an emotional reaction and using those signals as a reminder to slow down. Practical Application and the Power of Practice: Philip and Moshe explore how negotiators can practice the art of slowing down in what they term “micro-moments.” These are the brief, critical instances in negotiations where emotions are likely to spike. By practicing how to manage these moments, negotiators can develop better control over their responses and improve their overall negotiation performance. Introducing the “Slow Down” Negotiation Card: The episode also introduces the use of Negotiation Cards as practical tools for reinforcing this technique. One such card, aptly named “Slow Down,” is specifically designed to remind negotiators to pause and manage their emotions before responding. This card is not just a concept; it's a key takeaway from the episode that listeners can use in negotiation role-plays to solidify their learning. That's because at The Negotiation Club we believe in taking the lessons learned from experts like Moshe Cohen and turning them into actionable practice tools. So the “Slow Down” Negotiation Card is part of our unique approach to help you internalise and apply these critical negotiation skills. Whether you are participating in our negotiation role-plays, starting your own negotiation practice group, or simply looking for a practical way to enhance your skills, this card serves as a constant reminder that there is no progress without practice. Benefits of Slowing Down: Slowing down in negotiation has several advantages. It improves decision-making by allowing negotiators to assess situations more thoroughly and respond strategically. Additionally, it projects confidence to the other party, as a thoughtful pause can be perceived as a sign of control and competence. By avoiding impulsive reactions, negotiators are more likely to stay aligned with their strategy and achieve better outcomes. Conclusion and Key Takeaways: The episode concludes with a discussion on the importance of progress over perfection in negotiation practice.... just like in the scene from "The Equaliser"! Moshe emphasises that while no one can completely eliminate emotional reactions, even small improvements in managing those reactions can lead to better negotiation outcomes. Practicing the technique of slowing down, even if it's only effective 5% more of the time, can make a significant difference. This episode is a must-listen for anyone looking to enhance their negotiation skills, particularly in managing emotions under pressure. Moshe Cohen's insights offer practical strategies that can be immediately applied, making this a valuable resource for both novice and experienced negotiators alike. Tune in to learn how slowing down can empower you to navigate negotiations more effectively and confidently. JOIN The Negotiation Club! We highly recommend anyone interested in building their negotiation skills to consider joining The Negotiation Club, starting their own club, or simply getting a deck of our negotiation cards to practice. Remember, there is no progress without practice, and the “Slow Down” Negotiation Card is just one of the many Negotiation Cards we offer to help you refine your negotiation skills. SUBSCRIBE... Don't forget to subscribe to the Negotiation Podcast for more expert insights and techniques. If you found this episode helpful, share it with your network and leave a review. For those interested in diving deeper into Moshe Cohen's approach, be sure to check out his book, "Collywobbles: How to Negotiate When Negotiating Makes You Nervous."

Host: Philip Brown, Founder of The Negotiation Club Guest: Martin John, Procurement Professional & Trainer “Charm opens doors in negotiation that force could never unlock.” Episode Overview: In this insightful episode of The Negotiation Club Podcast, host Philip Brown sits down with Martin John, a seasoned procurement professional with over 26 years of experience, now a respected trainer in procurement and negotiation skills. Together, they delve into the vital role of building positive relationships, particularly in challenging negotiations where the other party may hold significantly more leverage—such as in cases of dealing with a monopolistic position holder. The episode, aptly titled “The Charm Offensive” explores the art of using charm as a strategic tool to foster cooperation and goodwill. Martin and Philip discuss how charm, when used effectively, can level the playing field by creating an environment of trust and mutual respect. They break down the key ways to incorporate charm into your negotiation toolkit, including: Establishing Rapport: Learn how to quickly build a personal connection that sets a positive tone for the negotiation. Reducing Tension: Discover techniques to ease the natural tension in high-stakes negotiations. Influencing Perception: Find out how to present your proposals in a way that makes them more appealing through subtle charm. Encouraging Reciprocity: Understand how a charming approach can lead to concessions from the other party. BE WARNED: “True charm in negotiation is rooted in sincerity, not flattery.” However, not all charm is created equal. Martin warns about the dangers of overusing charm, which can come off as insincere or even manipulative. The genuineness of your charm is critical—if it feels forced or insincere, it can backfire and damage the relationship. “Charm is about genuine interaction, not exploiting someone's personal details.” The episode also touches on the fine line between doing research to connect with the other party and crossing into “creepy” territory, such as over-relying on social media to gather personal information. THE PODCAST NEGOTIATION CARD... "Charming" At The Negotiation Club Podcast, we don't just share valuable insights—we transform them into practical tools you can use. Our unique approach takes the lessons from each episode and converts them into actionable resources like the Podcast Negotiation Cards. These cards distill key strategies discussed in the podcast into focused exercises that help you practice and refine your skills. Listening is only the beginning; true mastery comes from applying what you've learned in real scenarios. Our cards are designed to bridge that gap, making our podcast a truly unique resource for anyone serious about improving their negotiation abilities. Join us, and turn powerful insights into real-world success. True mastery comes from putting these insights into action, and that's exactly what The Negotiation Club is all about. FOLLOW & LIKE! Don't miss out on future episodes filled with practical advice and real-world examples. Be sure to LIKE and FOLLOW the podcast for more expert insights, and JOIN The Negotiation Club to sharpen your skills through practice. Tune in now and start your own charm offensive in your next negotiation!

Host: Philip Brown, Founder of The Negotiation Club Guest: Remi Smolinski Professor at HHL Leipzig Graduate School of Management “The word ‘best' in negotiation isn't just a question; it's a strategic tool that can reveal hidden truths.” Episode Overview: In this insightful episode of The Negotiation Club Podcast, we sit down with Professor Remi, a renowned negotiation expert and researcher, who has made significant contributions to the field of negotiation through his teaching, research, and the founding of a global negotiation competition. This episode delves into a critical aspect of negotiation language: specifically the use of the word "best" when phrasing a request for a proposal. There is Negotiation Research Too; Professor Remi and his team conducted a comprehensive research study with nearly 500 participants to explore the implications of asking for the "best" offer in a negotiation. The findings reveal that this seemingly simple question can place the responding party in a challenging position, balancing ethics with economic benefits. By asking for someone's "best" offer, you're essentially probing for the minimum they are willing to accept, which can lead to a significant reduction in their surplus. Curiously, the study found that while over 80% of participants responded to the "best" question, only 15% were fully transparent, revealing their true reservation point. This highlights that while the word "best" can occasionally uncover the most advantageous terms for the asker, it also often results in guarded responses. Research Link: "What is Your Best Price?”—An Experimental Study of an Alternative Negotiation Opening" In our discussion, we emphasise the strategic use of the word "best" and the delicate balance it necessitates. Once a party has declared their "best" position, challenging them further may question their integrity, potentially backing them into a corner. This episode also covers the importance of delivering responses with confidence, avoiding soft language that can undermine perceived commitment. Key Negotiation Takeaway: Knowing about the technique is not the same as being able to apply it effectively or respond when it is used against you. We encourage our listeners to not just understand this tactic theoretically but to actively practice it. The best way to do so is by joining a negotiation club where you can test these skills in a controlled environment. If you don't have access to a local club, consider joining ours or even starting your own. You can find out more details on how to use this negotiation technique and some of the pitfalls to avoid at The Negotiation Club Tactics Page. Negotiation Tactic Link; The BEST Negotiation Label Negotiation Card "The 'BEST' Label" Purposeful practice is crucial in mastering negotiation skills and becoming adept at handling real-world scenarios. As a special addition, we are excited to announce the creation of a unique negotiation card as part of our Podcast Negotiation Card Series. This card, inspired by the discussions in this episode, will be detailed on our website and available for individuals to use in their own practice sessions. Be sure to visit our website for more information and to access Remi's detailed research findings and further resources. FOLLOW, LISTEN, PRACTICE! Tune in to this insightful episode and many more as they are shared to listen and learn from real negotiations but do take it one step further... because "Practice makes Perfect", and our club meetings provide the ideal environment to refine this essential technique. JOIN THE NEGOTIATION CLUB HERE REGISTER FOR A FREE NEGOTIATION TASTER HERE The Negotiation Challenge For PROFESSIONALS The Negotiation Challenge is one of the most prestigious international negotiation competitions. Over the years The Negotiation Challenge has hosted the world's best negotiators, allowing them to share their passion and compete against each other in realistic negotiation situations. Based on the extensive experience in designing and organising negotiation competitions, The Negotiation Challenge has launched a global negotiation competition for professionals and a global negotiation competition for students. The professionals competition is open to all passionate negotiators from business, legal services, politics and diplomacy, across all seniority and hierarchy levels. The competition rests on solid academic foundations of its founders and operates in a methodologically proven format. It gathers world's best professional and passionate negotiators and offers them an opportunity to demonstrate their negotiation mastery and compare their skills with their like-minded counterparts from around the world. Due to its global reach, open, impartial and highly competitive character combined with rigorous scientific approach; The Negotiation Challenge is an unofficial World Championship in Negotiation. Professional Competition Link: "The Negotiation Challenge" The Negotiation Challenge For STUDENTS The Negotiation Challenge has hosted some of the world's best student negotiators from leading universities, allowing them to share their passion and negotiate with each other based on realistic simulations. The Negotiation Challenge is open to all students independently of their major. Most participating teams are enrolled in graduate programs at business and law schools but we also kindly invite students of other majors to register for the competition. Student Competition Link: "The Negotiation Challenge"

Host: Philip Brown, Founder of The Negotiation Club Guest: John Skinner, Business Consultant & Entrepreneur “The essence of negotiation is to understand that not every battle needs to be fought right now.” — Unknown Episode Overview: In this episode of The Negotiation Club Podcast, we are joined by the seasoned negotiator John Skinner, who brings decades of experience in negotiating a vast array of contracts. John delves into the importance of preparation in negotiations, highlighting that while it's possible to prepare for 90% of what is needed—and even up to 99% with thorough brainstorming—there's always that 1% that can catch you off guard, creating an "Oh Shit" moment. It's in these moments that the skill of "parking" an issue becomes invaluable. Instead of panicking or making hasty decisions, staying calm and suggesting that the matter be "parked" for later discussion allows you to keep the negotiation on track and maintain your composure. Why "Parking" is Crucial in Negotiations 1. Prevents Suboptimal Decisions: When an unforeseen issue arises, continuing the discussion without full understanding can lead to less than optimal outcomes. Parking the issue buys you time to gather necessary information and strategise effectively. 2. Maintains Confidence and Control: Pushing forward when unprepared may inadvertently reveal your discomfort or anxiety. Parking the issue allows you to project confidence and control, minimising the risk of the other party leveraging your perceived weaknesses. 3. Improves Strategic Thinking: By parking an issue, you have the opportunity to rethink your strategy, seek advice, and return to the negotiation with a stronger position. This ensures all aspects of the negotiation are handled thoughtfully. Common Mistakes When Parking an Issue 1. Appearing Hesitant or Indecisive: It's crucial to park an issue with confidence. Any hesitation can signal weakness and uncertainty. 2. Failing to Revisit the Parked Issue: Make sure to address parked issues at an appropriate time with adequate preparation. Ignoring them can damage your credibility. 3. Overusing the Technique: Parking too many issues can make you seem unprepared or evasive. Use this technique selectively and strategically. Practicing the "Parking" Technique in Club Meetings 1. Role-Playing Scenarios: Engage in negotiation scenarios where unexpected issues are introduced. Practice parking these issues confidently while maintaining composure. 2. Feedback Sessions: After role-playing, provide feedback on each participant's ability to park an issue. Focus on their body language, tone, and how they plan to revisit the issue. 3. Debriefing: Discuss as a group the parked issues and collaboratively develop strategies to handle them. This helps understand different perspectives and approaches. Negotiation Card: "Parking" We have created a special Negotiation Card titled "Parking" to help you practice this crucial skill in your own negotiations. Each episode of our podcast is accompanied by a Negotiation Card that listeners can use to put the discussed techniques into practice. The "Parking" card is designed to guide you through the process of confidently parking issues during negotiations, ensuring that you remain in control and make well-informed decisions. You can find the "Parking" Negotiation Card and others on our Negotiation Podcast Cards page. Use these cards to enhance your skills and transform your negotiation experiences. FOLLOW, LISTEN & LEARN Tune in to this insightful episode and many more as they are shared to listen and learn from real negotiations but do take it one step further... practice! Join a local Negotiation Club to keep practicing, Create your own Negotiation Club, or JOIN The Negotiation Club and be a part of a growing community of people who come together to practice. Practice makes perfect, and our club meetings provide the ideal environment to refine this essential technique. JOIN THE NEGOTIATION CLUB HERE REGISTER FOR A FREE NEGOTIATION TASTER HERE

Host: Philip Brown, Founder of The Negotiation Club Guest: Mike Inman Negotiation Trainer of TableForce “The most important thing in communication is hearing what isn't said.” - Peter Drucker: Episode Overview: In the latest episode of The Negotiation Club Podcast, Phil Brown sits down with Mike Inman to delve into a standout technique that Mike utilised during a taster session at The Negotiation Club. This episode is a treasure trove of insights into the nuances of negotiation practice and strategy. Spotlight on Mike Inman's Technique Mike Inman's approach caught Phil's attention due to its strategic finesse and practical effectiveness. During a negotiation practice, Mike successfully moved the other party's position by focusing not just on empathy but on anticipating the other party's next move. Mike emphasises the importance of understanding the other party's BATNA (Best Alternative to a Negotiated Agreement) to maximise the available value in a negotiation. The Critical Moment The episode highlights a crucial moment in the practice session where Mike was negotiating with a lady representing a seller. She had lowered her offer to £538. Mike's pivotal move was to ask; “So for £532 you would walk away?” and then purposefully go silent. This silence, as Mike explains, is a powerful tool to gauge the other party's reaction. The absence of outright rejection and the lady's summarising response indicated that the position was negotiable. Analysing the Technique ----------------------------------------------------- Describing this technique isn't straightforward, as it incorporates several elements: Closed Question: The question posed by Mike was direct and specific. Minor Movement: The slight reduction in the offer (£6) was strategic. Use of Odd Numbers: Psychological pricing often employs odd numbers to appear more precise and less arbitrary. Silence: Crucial for observing and listening acutely to the other party's response. Observation: Understanding subtle cues and reactions to determine flexibility in the position. Phil Brown adds that there was a subtle undertone of incredulity or mild accusation in Mike's question, suggesting disbelief that such a small amount could be a deal-breaker. Avoiding Repetition Mike also stresses the importance of not overusing any single tactic. Repetition can make a negotiator's style predictable and less effective. He advocates for a versatile approach, likening a skilled negotiator to a carpenter who knows how to use every tool at their disposal. This aligns perfectly with The Negotiation Club's ethos of learning and practicing a wide array of techniques to ensure adaptability and proficiency in real-world negotiations. Introducing the “Closing Accusation” Card In line with our commitment to providing practical resources, we have created a unique podcast negotiation card for this episode, titled “Closing Accusation.” This card includes a detailed explanation of the technique and is designed to help you practice and master it. Club members and podcast listeners can access this card, along with more in-depth insights, on our website. FOLLOW: Don't miss out on future episodes filled with valuable negotiation insights and techniques. Subscribe to The Negotiation Club Podcast today and stay ahead in your negotiation skills. By subscribing, you'll also gain access to exclusive resources like our negotiation cards, which are tailored to each episode to enhance your practice and proficiency. Subscribe now ... and visit our website to explore the “Closing Accusation” card and other resources that will take your negotiation skills to the next level. JOIN THE NEGOTIATION CLUB: Become a Negotiation Club Member ... and join a growing community of individuals who come together regularly to practice these skills and many others. FREE MONTHLY TASTER: Negotiation Practice is a concept that very few people understand and even fewer have experienced which is why we run a FREE monthly Taster session to give you an opportunity to try the Negotiation Cards and experience engaging, fun negotiations Simply Register HERE and start your journey of negotiation mastery.

Host: Philip Brown, Founder of The Negotiation Club Guest: Michael Phillip, Negotiation Trainer and Author “A person's name is, to that person, the sweetest sound in any language.” – Dale Carnegie Episode Overview: In Episode 3 of The Negotiation Club Podcast, Philip Brown had the pleasure of discussing with Mike Phillips the profound impact of using people's names in negotiations. While it may seem like a small detail, the appropriate and skilful use of names can significantly influence the outcome of negotiations. As Mike rightly pointed out, the success of negotiations often hinges on the relationship you build with the other party, and using their name is a simple yet powerful tool to foster that connection. 'PODCAST' NEGOTIATION CARDS The Significance of Using Names in Negotiations Using someone's name in conversation can make them feel acknowledged, respected, and valued. It personalises the interaction and builds rapport, which is essential in negotiation. However, as straightforward as it sounds, there are several pitfalls and nuances to consider. Potential Pitfalls and Their Implications 1. Not Using Names at All: If you neglect to use the other party's name, you miss an opportunity to create a personal connection. This can make the interaction feel impersonal and transactional, which may hinder trust and openness. 2. Overusing Names: On the flip side, using someone's name excessively can come across as insincere or even manipulative. It can make the other party uncomfortable and disrupt the natural flow of conversation. 3. Mispronouncing Names: Pronouncing someone's name incorrectly can be perceived as a sign of disrespect or carelessness. It's crucial to make the effort to get it right, as it shows that you value the individual enough to learn their name properly. 4. Unwanted Nicknames: Shortening or altering someone's name without their permission can be offensive. Always use the form of their name that they introduce themselves with unless they specify otherwise. Practicing the Skill Given the importance of using names correctly, it's essential to practice this skill. Here are some suggestions for practicing effectively: 1. Active Listening: Pay close attention when someone introduces themselves. Repeat their name in your mind to help with retention. 2. Subtle Repetition: Use the person's name a few times during the conversation in a natural way. For example, start by greeting them by name, then use it once or twice more during key points in the discussion. 3. Correct Pronunciation: If you're unsure how to pronounce a name, ask for clarification and practice until you get it right. People appreciate the effort. 4. Feedback Loop: Engage in role-playing exercises where you practice using names in various scenarios. Partner with a friend or a colleague and provide feedback to each other. 5. Make a List When there is a larger group of people in a meetings draw a diagram of the room or table and list the names of each person so you know exactly who's name to use. 5. Join The Negotiation Club: Our club offers an excellent environment to practice these skills. Engage with fellow members in mock negotiations where the use of names is a focal point. NEGOTIATION 'TASTER' To all our listeners and club members, mastering the use of names in negotiation is a simple yet highly effective skill that can dramatically improve your negotiation outcomes. Practice diligently, pay attention to the nuances, and don't shy away from seeking feedback. And remember, if you want to become an expert in hearing your name in the most flattering and hilarious ways, join The Negotiation Club today! Who knows, you might even hear your name sung in a jingle or used in a Shakespearean monologue. Come practice with us and make every negotiation a personal success! ***GOLD Membership*** ***STUDENT Membership*** Happy negotiating!

Host: Philip Brown, Founder of The Negotiation Club Guest: Fred Copestake, Sales Trainer and Founder of Brindis "You will be amazed at the variety of negotiation questioning techniques in your negotiations, and they all take practice" Episode Overview: In this enlightening episode, Philip Brown engages in a thought-provoking conversation with Fred Copestake, a seasoned sales trainer and the founder of Brindis. Fred introduces a powerful questioning technique that negotiators can use to steer discussions and uncover deeper insights. This technique revolves around “thinking” questions, encapsulated in the acronym TED, which stands for “Tell me…”, “Explain…”, and “Describe…”. These questions are designed to encourage the other party to open up, providing richer, more detailed responses that can be crucial in negotiation settings. Key Takeaways: 1. Understanding TED Questions: Tell me…: Use this prompt to invite the other party to share their perspective or story. Explain…: This encourages a deeper dive into the reasoning or rationale behind their statements. Describe…: This helps to paint a vivid picture and gain clarity on specifics. 2. Application in Negotiations: How TED questions can reveal underlying interests and motivations. Strategies for integrating these questions seamlessly into your negotiation dialogue. Real-world examples of how TED questions have led to successful negotiation outcomes. 3. Practice Makes Perfect: Listening to expert advice is valuable, but practicing these techniques is invaluable. Regular practice sessions help you internalise these skills, making them second nature in real negotiations. Listening is NOT good enough... it take PRACTICE! Listening to this podcast is a great start, but the true power of these techniques comes from practice. To hone your negotiation skills and effectively implement TED questions, join The Negotiation Club as a Club Member. Our regular practice sessions offer a unique opportunity to practice with others, receive feedback, and continuously improve. By becoming a member, you can engage in monthly meetings where you can apply what you've learned, share experiences, and grow as a negotiator. Don't miss out on this chance to transform your negotiation abilities from theoretical knowledge to practical expertise. Join The Negotiation Club today and take your skills to the next level! Tune in now and start mastering the art of negotiation with the TED questioning technique. ***GOLD Membership*** ***STUDENT Membership*** Negotiation Podcast Card: "TED" The goal of these podcasts is to provide the opportunity to practice and this is best achieved using Negotiation Cards.... welcome to the latest Negotiation Tactic Card "TED"

In this episode of The Negotiation Club Podcast, I had the pleasure of speaking with Tobias Threlfall-Holmes, a dynamic student from Durham University and an active member of the Durham University Negotiation Society. Negotiation Technique When Time Is Short Tobias shares an intriguing story about how he and his fellow students employed a variety of negotiation techniques, skills, and tactics during a memorable negotiation at a local restaurant. The negotiation, centred around obtaining free chicken wings with a drink, provides a fascinating and relatable example of how to navigate negotiations successfully. Key Negotiation Techniques The central theme of our discussion revolves around the importance of building relationships and understanding the other person's perspective. Tobias' story highlights key negotiation strategies such as; Demonstrating Empathy, Building Relationships Fast, Active Listening, and Creative Problem-Solving. Become a Negotiation Club Member Now Whether you're a seasoned negotiator or just starting, this episode offers valuable insights and practical tips to help you negotiate more effectively in both personal and professional settings. But when you join The Negotiation Club as a member you open up the opportunity to practice these negotiation skills and many more in an active, thriving negotiation community so.... ***GOLD Membership*** ***STUDENT Membership*** And can all dive into the world of negotiation practice with Tobias and uncover the secrets to achieving win-win outcomes. "Tune in to this episode of The Negotiation Club Podcast and learn how to master the art of negotiation, one chicken wing at a time!" ------ Read more insights at The Negotiation Club Blog here