By Brian Buck | 27.09.21
Please, Think About Them
Recently, someone called me in a panic about a negotiation they were involved in. Suffice it to say, it wasn’t…
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By Brian Buck | 20.09.21
Lessons From Lasso
Among those who have fallen in love with the Apple TV+ series Ted Lasso, many of us have grown fond of…
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By Brian Buck | 13.09.21
Walking Away
When it comes to negotiating, one of the most difficult decisions we face is whether or not to walk away…
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By Brian Buck | 30.08.21
Greed Is Good
“Greed, for lack of a better word, is good,” said Gordon Gekko in the movie Wall Street. That sentiment has been…
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By Brian Buck | 23.08.21
Back-to-School Blues or Excitement?
It’s back-to-school time! That either excites you or bums you out (this Staples ad from 1996 encapsulates it best). Even if you…
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By Brian Buck | 16.08.21
I’m Sick of “Fake News”!
“Fake news” has destroyed our ability to talk to each other, and I’m sick of it. Once exploited as a…
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By Brian Buck | 09.08.21
The Secret Science of Negotiating
Anyone who’s taken a high school physics course has heard of Sir Isaac Newton and his three Laws of Motion.…
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By Brian Buck | 02.08.21
Negotiating Anxiety Is Real!
The pit in your stomach . . . constant worrying . . . lack of sleep, trouble concentrating, procrastinating, and/or…
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By Brian Buck | 26.07.21
Can a Trade Deadline Save Your Deal?
As a negotiator, whenever the MLB trade deadline approaches, I pay attention! After all, negotiation is all about trading —…
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By Brian Buck | 19.07.21
Are RFPs Going Away?
Every year in our Buyer/Seller Survey we ask buyers, “What aspects of your buying process have changed over the last year?” Interestingly,…
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By Brian Buck | 28.06.21
Internal Alignment or Iceberg?
This past week, a rare news headline appeared out of Washington, D.C.: “A Deal With Bipartisan Support.” Before you run…
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By Brian Buck | 21.06.21
Just One More Thing…
Negotiation success is information-dependent. Nobody ever leaves the negotiating table wishing they had less information. But information is also a scarce commodity…
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