2020

This is a true story. Only names have been changed. Wendy sells her soaps to B&Bs and boutique hotels. She started her business at home and has just purchased a small warehouse where she has installed new machinery she bought on credit. She owes a great deal but is certain she will be able to…

This is a true story. Only names have been changed. John was well aware that when unions negotiate the negotiators have to refer offers to their members. He also knew that some managers delegate buying to juniors and only become involved if necessary. In other words, he knew that some negotiators have to refer the…

This is also known has the Quivering Quill trick or the Poised Pen trick You have completed the negotiation and you are just about to sign the deal when your opponent puts down his pen and says, “One more thing”. He might say something like “Transport is included, isn’t it?” You may be sorely tempted…

George learned this trick from his first wife which is one of the reasons why she was his first wife. He said, “Let’s go away for a holiday, maybe overseas.” She replied, “I am glad you have money, but I don’t want to do away, but we do need new curtains and the lounge needs…

This is a true story. Only names have been changed. Just last week Sally, who sells shoe manufacturing plant to footwear manufacturers, told me that Bill Evans, the Production Manager of Giancarlo’s Italian Shoes had tried to pull one of the oldest negotiating tricks on her. She had quoted $72,500 for five newly designed rotary…

Every word below is true, excepting for the names. Jim, a good pal of mine, is an ace negotiator. Every Saturday morning, he and his daughter Sam purchase flowers at the city centre flower market. When the sales staff see Jim coming, they make themselves scarce as they know that every week he will pull…

The following story is true. Only names have been changed. Inland Revenue had been harassing Paul for three years to pay them £34,000 plus interest. A previous employer which became bankrupt had not paid the PAYE which they had deducted from Paul’s salary to IR. While he had payslips to prove the company had deducted…

I had been a sales manager and later sales director of an international paint company for over 15 years. The new CEO from Australia decided I was past my sell-by date (at the age of 52) and tried to palm me off with six month’s salary. He wanted me to announce that I had resigned…