The Negotiation Club

The Negotiation Club
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The Negotiation Club

► Purpose and Vision The Negotiation Club Podcast was created with a clear and compelling purpose: to provide a platform where experts, practitioners, and enthusiasts can share their real-world negotiation experiences and insights. Our aim is to bridge the gap between theory and practice by bringing together diverse voices from various fields to discuss their unique challenges and successes in negotiation. ► A Platform for Sharing Experiences We believe that everyone has valuable experiences and stories that can enrich others' understanding of negotiation. By inviting guests from different backgrounds, we ensure that our listeners gain a well-rounded perspective on negotiation techniques, strategies, and nuances. Our podcast is not just about listening; it's about learning from the collective wisdom of our community. ► Enhancing Practice Sessions One of the core values of The Negotiation Club is the emphasis on practical skills development. The experiences and stories shared on our podcast are directly integrated into our practice sessions. By using real-life scenarios and examples discussed by our guests, we create realistic and challenging practice sessions for our members. This approach allows participants to apply new concepts and strategies in a controlled environment, enhancing their skills through hands-on practice. ► Negotiation Cards The Negotiation Cards, inspired by insights from each podcast episode, are a powerful tool for practicing the techniques shared by our expert guests. These cards distill complex strategies into actionable exercises, allowing you to apply and refine your skills in real-world scenarios. By regularly practicing with these cards, you not only reinforce the lessons learned but also develop the confidence and agility needed to navigate any negotiation effectively. ► Supporting Other Clubs We recognise the importance of collaboration and community in the world of negotiation. The content from our podcast is not limited to The Negotiation Club; it is a resource for other clubs and organizations as well. By sharing our episodes and the accompanying practice materials, we support a broader network of negotiation clubs, fostering a culture of continuous learning and improvement. -------------- The Negotiation Club Podcast is more than just a series of interviews; it is a dynamic and interactive resource designed to promote practical learning and skill development. Through the stories and experiences of our guests, we aim to inspire and equip our listeners with the tools they need to excel in their negotiation endeavors. We invite you to join us on this journey of shared learning and collective growth. Thank you for being a part of The Negotiation Club community. Together, we learn, practice, and succeed. The Negotiation Club ----------- #podcast #negotiation #community #learning #negotiationtechniques #negotiationcards

  1. The Self-Assessment Muscle: How Reflecting Builds Better Negotiators

    APR 26

    The Self-Assessment Muscle: How Reflecting Builds Better Negotiators

    In this thought-provoking episode, I sit down with Oscar Trimboli—author of 'how to listen"—to explore a skill often overlooked in negotiation training: self-assessment. While Oscar’s expertise lies in deep listening, our conversation quickly uncovered a powerful crossover between listening and reflective learning, particularly in the context of negotiation practice. Together, we unpack the psychological difference between receiving feedback from others and assessing your own performance. Oscar shares powerful insights and practical examples from both neuroscience and professional experience, highlighting why developing a strong ‘self-assessment muscle’ is essential for long-term improvement. This episode is more than just a discussion—it’s a call to action for negotiators to pause, reflect, and take ownership of their learning journey.   👉 To help you put these insights into practice, we’ve created a dedicated Negotiation Card on Self-Assessment that you can use in your next club session or personal practice. Start building the habit of reflection before seeking feedback—and see how it transforms your skill development.

    45 min
  2. Trust Before Tactics: The Amnesty Approach to Smarter Negotiation

    APR 20

    Trust Before Tactics: The Amnesty Approach to Smarter Negotiation

    In this episode of The Negotiation Club Podcast, Philip Brown is joined by Phill Elston, Operations Director at Brompton Bicycle, to explore the Amnesty Negotiation Tactic—a powerful preparation tool that encourages openness, trust, and full disclosure before entering a negotiation. Together, they discuss how an “amnesty session” helps uncover hidden commitments, manage internal alignment, and prevent surprises at the table. With a strong focus on emotional control, listening to understand, and creating psychological safety, this episode offers a fresh perspective on how to prepare for negotiations that matter.   Want to put it into practice? Head over to the Negotiation Card on Amnesty and try out a scenario with your team or club members. It’s a game-changer for anyone looking to strengthen their pre-negotiation preparation.

    26 min
  3. How to Creating Tension Without Breaking Trust in Negotiation

    APR 15

    How to Creating Tension Without Breaking Trust in Negotiation

    In this episode of The Negotiation Club Podcast, I’m joined by none other than Phil Ideson, the founder of The Art of Procurement. Together, we explore one of the most under appreciated yet powerful elements of any negotiation – Creating Tension.   JOIN The Negotiation Club to Practice Your Skills   Phil brings his wealth of procurement experience to the conversation as we dissect how and why creating tension can reframe complacent relationships, especially when dealing with long-term suppliers or monopolistic environments. More than just a theory, this episode is about how you can practise this skill, using a new Negotiation Card focused on ‘Creating Tension’. You’ll learn: When and why tension is vital in procurement negotiations How to use careful, purposeful language to spark movement without damaging relationships Why tension must be backed by credibility and preparation—not just clever phrasing And how to bring this tactic to life in your own practice sessions through the Negotiation Club’s methodology This episode isn’t about confrontation—it’s about strategic positioning, soft power and ultimately, creating room for value. So grab your headphones, your negotiation cards, and get ready to practise a tactic that can genuinely shift your next negotiation.

    35 min
  4. Empathy in Negotiation - A Lesson Through the Eyes of Others

    12/16/2024

    Empathy in Negotiation - A Lesson Through the Eyes of Others

    In this engaging episode of The Negotiation Club Podcast, Philip Brown reconnects with Tony Powers, a retired police officer and early participant in The Negotiation Club. Together, they dive into Tony’s fascinating career transitions—from the police force to academia and property investment—culminating in a thoughtful discussion about negotiation techniques inspired by legal and policing practices.   The episode explores how personal experiences and biases often cloud judgment in negotiations, potentially leading to missed opportunities. Tony shares insights from his police training and legal expertise, underscoring the importance of approaching negotiations with an open mind and viewing situations "through the eyes of others." This perspective, rooted in the Greek origins of the word "empathy" (Em & Pathy), forms the basis of the "Empathy Tactic"—a new negotiation approach to challenge biases and expand understanding.   Listeners will learn how to: Recognise and overcome biases in negotiations. Apply the "Em & Pathy" tactic to consider all perspectives. Practice this skill purposefully to improve real-time decision-making. By the end of the episode, Philip and Tony introduce the idea of creating a Negotiation Card for the "Empathy Tactic," allowing practitioners to hone this essential skill through structured exercises. This podcast is a must-listen for anyone looking to enhance their negotiation strategy with a fresh and actionable perspective.

    34 min
  5. What is the Anchoring Reference in negotiation?

    11/26/2024

    What is the Anchoring Reference in negotiation?

    Don't JUST listen... DO! JOIN THE NEGOTIATION CLUB AND PRACTICE YOUR SKILLS!   30 DAY FREE TRIAL OFFER HERE   In this Episode of The Negotiation Club Podcast In this episode of The Negotiation Club Podcast, Philip Brown (TNC Founder) teams up with Michael Phillips (Negotiation Trainer and Author if "The Naked Negotiator") to delve into the powerful concept of cognitive bias and its role in negotiations. They explore the Anchoring Reference, a game-changing tactic that uses unrelated or preemptive numbers to influence perceptions and decisions. From Robert Cialdini’s story about sales tactics to Mike’s experiment with random numbers shaping champagne prices, discover how anchors can guide discussions and shape outcomes.   Want to practice this for yourself? Join The Negotiation Club (30 day FREE trial) to refine your skills in a supportive, hands-on environment. Plus, check out our new Negotiation Card—the 'Anchoring Reference'—designed specifically to help you master this technique in real-world scenarios. Don’t miss this insightful episode!

    28 min
  6. The Last Penny | Balancing Deals and Relationships in Negotiation

    11/18/2024

    The Last Penny | Balancing Deals and Relationships in Negotiation

    This Negotiation Club Podcast episode Philip Brown (LinkedIn) has the amazing John Lowry (LinkedIn) as a guest to discuss "The Last Penny" negotiation tactic highlighting the balance between securing a good deal and preserving relationships for long-term value. John shared an impactful story from one of his mentors, who, despite relentless efforts to negotiate a discount for a $15,000 furniture set, encountered a store policy of zero negotiation. Even a simple $14.99 repair pen was non-negotiable, leading to feelings of dissatisfaction despite the purchase. This strict adherence to policy cost the store a future customer and generated negative word-of-mouth. The core lesson emphasised by Lowry was the value of yielding “the last penny” as a strategic investment in the relationship. He referred to a J. Paul Getty quote that encapsulates the idea: if you insist on making every penny in a deal, you risk having fewer deals overall. This tactic suggests giving a perceived win to the other party to create goodwill and encourage repeat business, which sophisticated negotiators understand is essential for long-term success. Key takeaways included understanding the psychology behind making concessions at the right time to maintain a positive relationship. This involves ensuring that the other party feels victorious, even if the gain is minor, thus boosting their perception of the deal and making future collaborations more likely​   NEGOTIATION TACTIC - The Last Penny (Page) For more details on The Last Penny tactic and other negotiation techniques, visit The Negotiation Club’s website. There, you'll find insights on practical negotiation strategies and training resources. NEGOTIATION CARDS - The Last Penny (Card) At The Negotiation Club, we emphasise hands-on practice with our specialised Negotiation Cards. We're excited to introduce our latest addition—the Last Penny tactic card. This card guides you through practicing the timing and psychological finesse needed to offer that final concession, ensuring both sides feel valued and poised for future deals. Incorporate this card into your practice sessions to hone your skills and master the art of balancing substance with relationship-building. JOHN'S BOOK "Negotiation Made Simple" While you're exploring, consider checking out John Lowry’s acclaimed book, Negotiation Made Simple, which is packed with practical advice and expert insights. You can also tune into John's podcast, Negotiation Made Simple, for more in-depth discussions on mastering the art of negotiation.   Don't miss out on these resources to enhance your negotiation toolkit!

    27 min
  7. Positive Risk and Hidden Value: The Role of SWOT in Negotiations

    10/21/2024

    Positive Risk and Hidden Value: The Role of SWOT in Negotiations

    In Episode 17 of The Negotiation Club podcast, host Philip Brown is joined by seasoned negotiator and author Patrick Tinney. Together, they dive into the transformative power of SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) as a key tool for honing negotiation skills. Both Patrick and Philip emphasise that while many negotiators focus on tactics or processes, the ability to "strategically" apply SWOT principles can make a significant difference in how negotiations unfold.   Negotiation Card: "Positive Risk from SWOT"   Key Themes of the Episode:   SWOT as a Strategic Foundation: Patrick highlights how SWOT analysis serves as a foundation for smart negotiation strategies. Understanding your strengths and opportunities allows you to identify key leverage points in any deal, while recognising weaknesses and threats helps to mitigate risks. He encourages negotiators to regularly practice SWOT to stay sharp and adaptable in any situation.   Leveraging Opportunities and Strengths: Patrick shares the importance of focusing on strengths and opportunities to create what he calls “positive risk”—a concept that involves taking calculated chances to unlock growth and value in negotiations. For listeners, practicing how to identify and leverage these opportunities is a crucial step toward crafting smarter deals.   Avoiding Negative Risk: While embracing positive risk is key, Patrick warns against the pitfalls of negative risk, which can destabilise negotiations. He illustrates this with real-world examples, advising negotiators to avoid deals with legal liabilities or imbalanced terms that could lead to long-term issues.   Why SWOT is a Negotiator’s Best Friend: Patrick and Philip agree that SWOT helps negotiators think strategically and identify hidden value, which often goes unnoticed in a negotiation. Whether it’s a procurement deal or a high-stakes sales pitch, practicing SWOT analysis before entering the room ensures a more comprehensive view of the playing field.   SWOT in Practice: Patrick recommends a hands-on approach: before entering any negotiation, take time to perform a SWOT analysis on yourself, your team, and your counterpart. This exercise will reveal both leverage points and vulnerabilities, ultimately helping you craft more balanced, successful negotiations.   Actionable Takeaway for Listeners: Both Philip and Patrick stress that SWOT analysis isn’t just a theoretical tool—it’s something every negotiator can practice daily. Start by applying SWOT to your own career or recent negotiation experiences. This will help you better understand what you’ve done well, where you’ve faltered, and how you can improve in future negotiations. By continuously practicing SWOT, you’ll gain the ability to identify leverage points quickly and approach each negotiation with confidence and clarity.   Episode 17 of The Negotiation Club is a must-listen for anyone serious about improving their negotiation skills. Patrick Tinney’s insights into SWOT analysis and the power of positive risk offer listeners practical tools they can apply immediately. As always, Philip Brown’s focus on practice over theory ensures that these concepts are accessible and actionable for negotiators at every level. Tune in to this episode to sharpen your strategic thinking and take your negotiation skills to the next level!

    32 min
  8. Negotiation Wisdom: Why Patience Is Your Greatest Asset

    10/14/2024

    Negotiation Wisdom: Why Patience Is Your Greatest Asset

    In this episode of The Negotiation Club podcast, Philip Brown sits down with Gene Killian, a lawyer and host of the Station-4-Negotiation podcast, to explore the art of patience in negotiations. Gene, who has extensive experience in both legal and business negotiation, emphasises that negotiation is less about gimmicky techniques and more about deep, thoughtful principles like patience. The conversation touches on the nuances of various negotiation tactics but firmly centres on the idea that patience is the most vital skill a negotiator can develop. Key Discussion Points: Techniques vs. Principles: Gene explains that while techniques such as mirroring and labelling (popularised by Chris Voss) can be useful, they risk coming off as artificial if overused. Instead, he advocates for developing core principles that underpin successful negotiation, the most important of which is patience. In business, patience enables deeper connections and stronger long-term relationships, unlike high-stakes FBI hostage negotiations where quick tactics might suffice. Patience in Negotiation: Gene highlights that rushing through a negotiation often leads to missed opportunities. He uses the metaphor of trickle, flow, gush, borrowed from an FBI negotiator’s philosophy, to describe the gradual unfolding of a productive negotiation. He stresses that taking time to build rapport and understand the other party’s needs can unlock new options that weren't initially apparent. Understanding the Other Side: A recurring theme in the discussion is the idea that negotiators must seek first to understand before seeking to be understood. Drawing from Stephen Covey’s principles of empathetic listening, Gene emphasises that patience is about not just waiting but actively engaging, asking thoughtful questions, and probing beneath the surface of a counterpart's statements to find out what really matters to them. Reacting vs. Responding: Gene and Philip agree on the importance of responding rather than reacting. Patience, according to Gene, is not simply waiting but involves thoughtful responses instead of emotional reactions. In tense negotiations, stepping back to analyse why something was said rather than immediately reacting can prevent costly missteps. Game Theory and Risk Analysis: Another fascinating point Gene brings up is how game theory applies to negotiation, especially when dealing with aggressive counterparts. When faced with aggressive negotiators, Gene advises making proportionate aggressive moves to re-establish balance, but only after careful analysis of the situation—again emphasising the need for patience. Why Patience Matters: Patience is essential because it allows negotiators to slow down, build rapport, and genuinely understand the other party's needs and interests. Rushing negotiations often leads to hasty conclusions and missed opportunities for creative solutions. Gene’s advice is simple yet profound: Don’t rush to the final offer. Take the time to explore all possibilities, as this will often lead to better outcomes. Takeaways for Listeners: Practice Patience: In your next negotiation, focus on being patient. Resist the urge to rush through to the end. Build Rapport: Use small talk and gradual rapport-building as essential tools to strengthen your negotiation position. Understand First: Prioritise understanding the other side’s perspective before pushing your own agenda. Respond, Don’t React: Take the time to craft thoughtful responses instead of reacting emotionally in the heat of the moment. For anyone interested in enhancing their negotiation skills, this episode underscores the power of patience and thoughtful engagement in achieving better results. Be sure to check out Gene Killian’s podcast, Station-4-Negotiation, for more insightful discussions on negotiation.

    29 min
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About

► Purpose and Vision The Negotiation Club Podcast was created with a clear and compelling purpose: to provide a platform where experts, practitioners, and enthusiasts can share their real-world negotiation experiences and insights. Our aim is to bridge the gap between theory and practice by bringing together diverse voices from various fields to discuss their unique challenges and successes in negotiation. ► A Platform for Sharing Experiences We believe that everyone has valuable experiences and stories that can enrich others' understanding of negotiation. By inviting guests from different backgrounds, we ensure that our listeners gain a well-rounded perspective on negotiation techniques, strategies, and nuances. Our podcast is not just about listening; it's about learning from the collective wisdom of our community. ► Enhancing Practice Sessions One of the core values of The Negotiation Club is the emphasis on practical skills development. The experiences and stories shared on our podcast are directly integrated into our practice sessions. By using real-life scenarios and examples discussed by our guests, we create realistic and challenging practice sessions for our members. This approach allows participants to apply new concepts and strategies in a controlled environment, enhancing their skills through hands-on practice. ► Negotiation Cards The Negotiation Cards, inspired by insights from each podcast episode, are a powerful tool for practicing the techniques shared by our expert guests. These cards distill complex strategies into actionable exercises, allowing you to apply and refine your skills in real-world scenarios. By regularly practicing with these cards, you not only reinforce the lessons learned but also develop the confidence and agility needed to navigate any negotiation effectively. ► Supporting Other Clubs We recognise the importance of collaboration and community in the world of negotiation. The content from our podcast is not limited to The Negotiation Club; it is a resource for other clubs and organizations as well. By sharing our episodes and the accompanying practice materials, we support a broader network of negotiation clubs, fostering a culture of continuous learning and improvement. -------------- The Negotiation Club Podcast is more than just a series of interviews; it is a dynamic and interactive resource designed to promote practical learning and skill development. Through the stories and experiences of our guests, we aim to inspire and equip our listeners with the tools they need to excel in their negotiation endeavors. We invite you to join us on this journey of shared learning and collective growth. Thank you for being a part of The Negotiation Club community. Together, we learn, practice, and succeed. The Negotiation Club ----------- #podcast #negotiation #community #learning #negotiationtechniques #negotiationcards

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