Welcome to this June Negotiators Briefing.


BBC News published an article today on “How to get the best price when buying a car”. I was interviewed for the article earlier this week. It is a clever, well written by an expert BBC journalist Kevin Peachey. Click here to read

I shared with the BBC my car negotiation thoughts, which are in the article.

  • Building rapport
  • handling a Columbo moment
  • walking away
  • reversing the sales techniques by making a counter offer overnight by email.


I have been asked to present in some fascinating places recently. RAF Duxford,
Moor Park Mansion
and the Intercontinental Hotel, Warsaw, Poland.

Here are some useful questions and answers.

Under the wheels of the Concorde, in the museum, we did a session on networking.

RAF Duxford – “How can networking help our negotiations?”

Here is my answer. “The more information you have the more power you have. Information is Power. Therefore the more contacts you have the more likely you can find out the information you need”.

Build up your contacts on social media. particularly linkedin. Join me on your Linkedin network. You are welcome to ask me a question at any time. I will answer it as soon as possible.

At Moor Park in Hertfordshire – “How can I remember key points when I am in a negotiation?”

Answer – The brain never forgets anything.
Do your preparation, draw a mindmap.

Mindmaps have the curious effect of helping recall in difficult situations as well as downloading information stored in the mind. It works for me.

Remember –

  1. The brain never forgets anything. It stores information, it is the recall that is difficult.
  2. Never tell yourself you have a bad memory.
    That reinforces the mindset that you might have a bad memory.
    Tell yourself you are going to recall whatever you need in a few minutes.

It works really well. I use it and it will work for you!

In the words of Alison Moyet, “I choose never to forget”

Here is an example of a recent mindmap I used at a masterclass

Finally if you decide to test a mindmap for yourself –

Here are the seven steps to take –

  1. Your paper should be plain
  2. Turned landscape
  3. The subject goes in the middle
  4. The objectives at 1.00pm
  5. The outcome you want at 11.00pm
  6. Use capital letters
  7. Link everything with lines


Below are the links to my complimentary resource library.
If you like any of them, please pass the links on to your friends and colleagues and if you can, “like them” on social media.