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.

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.

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.

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.

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:

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.

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.

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.

Don't JUST listen... DO!

30 DAY FREE TRIAL OFFER HERE

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.

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!

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!

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.

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!

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.

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.

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.

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.

This podcast episode explores the negotiation tactic of framing, which involves strategically presenting information to influence the other party's perception and guide them towards a decision that benefits you. The podcast host, Philip, discusses this technique with Keenan, a former law student and participant in Philip's negotiation workshops.

Here's what listeners will gain from this podcast:

By listening to this podcast, individuals can gain a deeper understanding of framing as a negotiation tactic, learn how to apply it effectively, and recognise the importance of practice in honing negotiation skills.

NEGOTIATION CARD "Framing"

... it really is MY birthday today 🥳

In today’s episode of The Negotiation Podcast, host Philip Brown, who is celebrating his birthday today, 30th September, sits down with his good friend Fred Copestake. A few years ago, during a negotiation practice session, Philip casually mentioned it was his birthday, and to Fred’s surprise, this revelation led him to agree to something he probably shouldn’t have!

This episode dives deep into the psychological and emotional effects of using personal details like birthdays in negotiations. The conversation explores why people tend to be more agreeable when they learn it’s someone’s birthday, and the surprising impact it can have on the outcome of a deal.

Philip and Fred talk about how mentioning a birthday can activate the principle of reciprocity. When someone shares something personal, like it being their special day, it can subconsciously prompt the other party to reciprocate with a gesture of goodwill or agreement.

Celebratory moments, like birthdays, can uplift the atmosphere in a negotiation. Fred reflects on how the simple mention of Philip’s birthday during their practice session lightened the tone and opened him up to agreeing to things more easily. A positive mood can lead to more collaborative and agreeable outcomes.

Philip and Fred discuss how humanising the negotiation by sharing personal details fosters a deeper connection. People are more likely to agree with someone they feel personally connected to, and the mention of a birthday can quickly shift the dynamic from formal to more personal and empathetic.

The duo also covers the dangers of using this tactic too overtly. While a birthday mention can help build rapport, it can also backfire if it feels manipulative or insincere. Fred admits that while he felt positively inclined to agree during that earlier negotiation practice, there’s always the risk that the other party could perceive it as an emotional ploy, damaging trust.

Both agree that mentioning your birthday, or any personal detail, should be done authentically. Overusing this kind of tactic could dilute its effectiveness and even annoy the other party. Philip emphasises that it’s about balance — using personal connections without overstepping into unprofessional territory.

Fred ends the conversation by joking that he’ll be on guard during all future negotiations on Philip’s birthday. This light-hearted but insightful episode explores the intersection of emotion, psychology, and strategy in negotiation — proving that sometimes, a little personal detail can make all the difference in closing a deal!

Inspired by the conversation in today’s episode, we’ve created a new addition to our Podcast Negotiation Cards: the “It’s My Birthday” tactic. For members of The Negotiation Club, or anyone looking to practice negotiation skills in a unique way, this card offers a perfect opportunity to try something unconventional and build on today’s lessons.

The “It’s My Birthday” card encourages you to introduce a personal milestone, like a birthday, to humanize the negotiation and leverage the emotional connection it creates. The goal is to experiment with how this personal disclosure affects the other party’s willingness to collaborate or concede.

For those practicing this tactic, keep these important lessons in mind:

Members and listeners interested in testing out the “It’s My Birthday” tactic can incorporate it into their negotiation practice using our cards, designed to help you explore both the opportunities and risks of personalising negotiations. Give it a try and see how such a simple, personal moment can influence the outcomes in your favour.

Tune in to Episode 14 of The Negotiation Podcast to learn how you can use something as simple as a birthday to influence negotiation outcomes, and get ready to sharpen your skills by practicing this tactic in real-life scenarios!

Join The Negotiation Club and enhance your skills in a supporting community of like minded professionals!