By Brian Buck | 15.06.26
Why You Don’t Prepare (and What It’s Costing You)
I asked a group of sales and procurement professionals how many of them consistently prepare before a negotiation. A few…
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By Brian Buck | 08.06.26
Your Team Negotiates Like You Do
Culture is one of those things that everyone talks about but few leaders actually manage. We invest in strategy, talent,…
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By Brian Buck | 01.06.26
Your Bed’s Been Made. Now What?
There’s an old saying: You’ve made your bed, now lie in it. Great life advice. Terrible negotiation strategy. At some…
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By Brian Buck | 18.05.26
Don’t Let Tension Be the Enemy of Strategy
I was at a funeral several weeks ago, and I found myself experiencing and observing a variety of emotions —…
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By Brian Buck | 11.05.26
Stop Negotiating Against Yourself
Some time ago, I was preparing for a negotiation in which I was pretty confident that I was owed some…
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By Brian Buck | 04.05.26
Negotiate Like Yoda, You Must
I’ll admit it: I’m an old-school Star Wars fan, and as far as I’m concerned, nothing beats the original trilogy.…
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By Brian Buck | 27.04.26
“Game of Chicken” Negotiations
There’s a moment in almost every significant negotiation when someone plants a flag: “Before we go any further, you need…
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By Brian Buck | 20.04.26
Lazy Is Still Lazy
Within the span of two weeks, I had nearly identical conversations with two leaders — one in sourcing, the other…
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By Brian Buck | 13.04.26
When the Room Becomes the Problem
There’s a moment most negotiators recognize. They’re in the middle of a difficult conversation. Things are moving, slowly but surely,…
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By Brian Buck | 06.04.26
The Truth About People Pleasers in Negotiations
If you think people pleasers automatically strengthen negotiations, you’re wrong. Yes, they believe in the value of protecting relationships (and…
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By Brian Buck | 30.03.26
Play Ball!
Every baseball fan starts the season with hope. Every team has a path to the World Series. There’s something almost…
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By Brian Buck | 23.03.26
Negotiation March Madness
Every March, a curious shift takes place across offices, airports, and home workspaces. Otherwise focused professionals suddenly become deeply invested…
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