During a negotiation training I ran in December, we were talking about the commander role when one participant asked something we don’t usually spend enough time on. Normally, we explain what the commander does . We describe the function, the responsibilities, the logic of having someone who stays calm, observes the room, and keeps the bigger picture in view. But this participant asked the better question: “I think I understand what a commander does… but how do I get into that role if I’m...

A practical guide to handling unagreed price increases with clarity and confidence It is a situation many organisations recognise immediately. An email lands in your inbox, often short and matter-of-fact, sometimes with a PDF attached. The supplier informs you that, “due to current market developments”, prices will be adjusted with immediate effect. There has been no prior discussion, no advance warning and no reference to any contractual mechanism – just a new price. Suddenly, you are faced...

The power of being liked We all like to be liked. And in negotiation, that’s often where the trouble begins. You build rapport, share a laugh, perhaps discover you both once worked in the same place or have a colleague in common. The room warms, the conversation flows easily, and everyone gets along. Yet when it’s over, you realise the deal you accepted isn’t quite the one you came for. That’s the sympathy trap — the quiet drift that happens when the wish to be liked or to like others pulls...