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Published: Nov 15 , 2019
Author: Richard Savage

“The trouble, Richard”, a prospective client once said to me, “is that I can get a better service elsewhere for less money” …the salesman’s worst nightmare! But I was desperate; I’d been trying to get this research proposal over the line for weeks and we really needed the revenue. I was ready to compromise and do (what I thought) was necessary. But that compromise (or unconditional concession as we professional negotiators like to call it) didn’t just cost me the arbitrary 15% discount to get the job. It set a precedent for subsequent jobs that overtime amounted to thousands of pounds.

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Published: Nov 07 , 2019
Author: Richard Savage

So two guys (me and a mate) arranged to meet for a cheeky pint. Tony had a new job, something cool and mysterious to do with Bitcoins – it was his first day, having previously retired from his city job to become an international playwright; a move that was proving less lucrative than hoped. The date? Tonight! You can still be spontaneous at 50 something you know! The venue...Ye Grapes in Shepherds Market, Mayfair, a personal favourite. I arrived early and...

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Published: Oct 31 , 2019
Author: Robin Copland

Negotiations are often formulaic. Management, for example, go into a negotiation fully expecting the union to make the first proposal. This approach has been accepted as the norm for so many years that somehow, it is seen as “not the done thing” to do anything different. If management is keen to...

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Liar Liar Pants On Fire

“The trouble, Richard”, a prospective client once said to me, “is that I can get a better service elsewhere for less money” …the salesman’s worst nightmare! But I was desperate; I’d been trying to get this research proposal over the line for weeks and we really needed the revenue. I was ready to compromise and do (what I thought) was necessary. But that compromise (or unconditional concession as we professional negotiators like to call it) didn’t just cost me the arbitrary 15% discount to get the job. It set a precedent for subsequent jobs that overtime amounted to thousands of pounds.

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