By Brian Buck | 09/04/2018
Why Did You Ask Me That?
It never fails… I see smart, intelligent negotiators who have devoted lots of effort to prepare for their negotiation. They…
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By Brian Buck | 08/27/2018
The Strange Negotiation with Dr Jekyll and Mr. Hyde
If the fact wasn’t that Robert Louis Stevenson wrote his novella in 1886, I would swear Jekyll and Hyde was…
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By Brian Buck | 08/23/2018
What’s for dinner!
My 22-year-old daughter is currently 4 years into a 5-year course at Bristol University, training to be a Vet. Difficult…
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By Brian Buck | 08/20/2018
President Trump vs. Harley-Davidson
Apple pie, grandma, baseball, and Harley-Davidson – it doesn’t get more Americana than that. Can you imagine Harley-Davidson folding up…
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By Brian Buck | 08/13/2018
Are We There Yet?
It’s 3AM and you’re lying awake in anticipation that today might be the day that your deal will close. The…
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By Brian Buck | 08/09/2018
Alternatives
Negotiators don’t necessarily derive their power from the relative size of their organisations. In fact, many negotiators fall into the…
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By Brian Buck | 08/06/2018
You’re Too Expensive!
The most common objection I’ve heard from customers throughout the years is, “You are the most expensive.” I must be…
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By Brian Buck | 08/02/2018
Timing Is…
Just back from a two-week holiday in Sicily. Beautiful country, never been before, recommend it. Although not in July. 34…
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By Brian Buck | 07/30/2018
Would You Trust A Robot To Negotiate For You?
Often times we are asked, “what does the future of negotiation look like?” Some suggest that artificial intelligence (AI) will…
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By Brian Buck | 07/26/2018
Nowhere Left To Go
Years ago I was asked to evaluate a sales-training ‘game’. The player sat in front of a screencast as a…
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By Brian Buck | 07/23/2018
Emotional Negotiator
“ARE YOU KIDDING ME??” I was so mad. This was the third agreement I had come to with this potential…
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By Brian Buck | 07/09/2018
All Alone
Strength in numbers… Teamwork makes the dream work… We are better together… We’ve all heard these sayings about the virtues…
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