Articles &
Insights
Frameworks, observations, and stories from two decades at the negotiation table — written for practitioners who want to think more clearly.
The Art of Strategic Silence
How the Most Powerful Negotiators Use Pauses as Weapons
Most people fill silence out of discomfort. Elite negotiators use it deliberately. A three-second pause at the right moment can shift the entire power dynamic of a deal.
Read →When "No" Is Just the Beginning
Reframing Rejection as Information, Not Closure
"No" is often the most informative word in a negotiation. Understanding what it means — and what it doesn't — is the difference between a deal lost and a deal delayed.
Read →The Invisible Rulebook: Negotiating Across Cultures
Why Every Country Has a Different Meaning for "Yes"
In Japan, silence signals consideration. In Brazil, interruption signals enthusiasm. In Germany, directness is respect. Misreading cultural signals doesn't just cost deals — it costs relationships.
Read →The ROI of Trust: Measuring What You Cannot Price
Why the Most Profitable Negotiations Are Built on Intangibles
Trust doesn't appear on a balance sheet. But organisations that negotiate with it consistently outperform those that don't. Here's why — and how to build it deliberately.
Read →Want More? Read the Book.
16 chapters of frameworks, case studies, and tools — The Negotiation Code: Beyond the Table.
Explore the Book →