By Brian Buck | 16.03.26
Your Attitude Is Your First Negotiation
Recently, my daughter headed back to college after spring break. Before she left, she asked for one thing: my peanut…
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By Brian Buck | 09.03.26
Do You Really Need an Industry Expert?
“Are you an industry expert?” As a negotiation consultant, I hear that a lot, and it highlights something important: Most…
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By Brian Buck | 02.03.26
The $133 Billion Question
Imagine sitting down at the negotiating table and the other side says, “We might owe you money. We’re just not…
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By Brian Buck | 23.02.26
Gold Medal Team Negotiations
I’m an Olympics junkie. With the Winter Games happening in Milan, I’m glued to my screen, watching sports I barely…
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By Brian Buck | 16.02.26
Too Much Flexibility Kills Deals
Late-stage negotiations are often defined by tension. The broad contours of the deal are clear. The economics are understood. Each…
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By Brian Buck | 09.02.26
Stop Fighting the Ask. Start Using It.
When I stepped into procurement, I thought I had a pretty good handle on negotiation. I knew how to challenge…
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By Brian Buck | 02.02.26
Using AI in Your Negotiations: A Reality Check
When we decided to host a webinar on using AI in negotiations, we knew that nearly everyone in our audience…
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By Brian Buck | 26.01.26
Forecast: 100% Chance of Chaos
We all felt really good about the busy week ahead, and then a major winter storm arrived. It swept across…
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By Brian Buck | 19.01.26
The Chef Effect
I like to cook, and I can make a few of my family’s favorite dishes really well. I even watch…
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By Brian Buck | 12.01.26
Is Being Flexible a Weakness?
Recently, I had lunch with a friend who’s a senior executive. After he was dropped off by his Uber and…
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By Brian Buck | 05.01.26
Welcome to 2026!
Welcome to the New Year! I’ve spoken with a lot of people who are excited about 2026 mostly because .…
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By Brian Buck | 08.12.25
Is a Competitive Win-Win Possible?
When people imagine a competitive negotiation, they often envision a high-stakes standoff: two sides digging in, guarding information, and doing…
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