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Get the latest views and opinions from some of the most experienced negotiation specialists.


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Published: Sep 13 , 2021
Author: Brian Buck

When it comes to negotiating, one of the most difficult decisions we face is whether or not to walk away from the table. There’s a lot of finality to that decision, and it’s not one to be taken lightly. Recently, we were faced with that decision regarding a piece of business we were chasing. Walking away from potential business is never easy, but in some cases it’s the only path forward. Here’s what happened in our situation.

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Published: May 14 , 2018
Author: Brian Buck

“We can’t sign an annual contract”. That was the bad news from our newly acquired client. We fought hard and beat out 8 other agencies to win this business from a highly sought after top tier brand. Unfortunately, things started to go awry before we even got started because they wouldn’t agree to our standard terms. We faced the difficult choice of either walking away or do something we haven’t done. Here’s what we did, and it wasn’t easy…

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Trick or Treat?

We’re a Halloween family. Love it! We decorate, we dress up, we get the biggest candy bars to hand out — the whole bit. Halloween is the Buck family’s jam. And every Halloween, kids (and some adults) flock to our front door armed with their canned question: “trick or treat?” Without fail, we respond with candy bars. Everyone smiles, most say, “Thank you,” and off they go into the night. That’s how it’s always gone . . . until last year, when we met an unusual trick-or-treater.

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