Negotiation

Climate change

So you walk in to see your client and they are cranky, surrounded by noise, and as you raise your voice to talk to them, they constantly check their watch....

The milk-run salesperson

There is never just one need. There are always more. The milk-run salesperson accepts the first one that appears, tries to meet it and moves on. Busy right? Lots to...

Respond, not react

Negotiating instinctively – inspiration, blind habit or recklessness? Being unaware is negotiating death. Instinct feels right, feels free, feels unpredictable, but there is no escaping a pattern. There is no...