A Thank You from Tom D

Derek,
Thanks. Your negotiation tips came in handy for the move! It was worth an extra £3k on my package. If you don’t ask you don’t get — as you told me.
I am already over here in Reading — got about two days notice.
Tom D

Posted on May 26, 2008 • Read the rest of this entry »

Performance Psychology

How to handle a difficult (stroppy) person

I watched Alan Stevens, the Media Coach, handle a stroppy person last week at an intimate dinner meeting in the House of Commons with an MP I mentor. He used a technique that I call a mixture of the “Columbo Close combined with Pattern Interupt”. Columbo from the TV programme – I must be a [...]

Posted on May 26, 2008 • Read the rest of this entry »

Negotiation

The customer is refusing to pay for extras

On an negotiation workshop this week, a delegate told us that he had done some work outside the scope of a contract that the client had subsequently asked for and the client was refusing to pay. What should he do? As he hadn’t finished all the work the 1st thing to do is analyse all [...]

Posted on May 18, 2008 • Read the rest of this entry »

Negotiation

Cultural Negotiating – China

Client of mine is having a problem negotiating in China. The question is “I cannot understand their cultural issues and just when I think I have the deal, I don’t. Is it ba tactic?” I advised him to employ a Chinese adviser who will help him through the issues. 25% of the World’s population is [...]

Posted on May 18, 2008 • Read the rest of this entry »