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Negotiation Training Isn’t an Event — It’s a Performance Strategy

Brian Buck Apr 28 , 2025

We talk to a lot of organizations about how to train their people to be better negotiators and find that many people think of training as a one-and-done activity. However, that perception can cost organizations real results......

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What’s Wrong with a Better Deal?

Brian Buck Apr 21 , 2025

Clients frequently tell us, “We want a better deal.” I get it: The phrase rolls off the tongue, feels assertive, and suggests a sense of urgency and purpose. But what does “better” mean? Without a clear objective, negotiators are at risk of damaging relationships, undermining internal alignment, and.....

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Negotiation Sabermetrics Are Not Enough

Brian Buck Apr 14 , 2025

Baseball season is officially underway, and once again, data and analytics have taken center stage. From traditional stats to advanced metrics, analytics help pinpoint improvements and optimize pitcher-batter matchups. This ocean of data notwithstanding, baseball remains stubbornly unpredictable......

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Respond, Don’t React: Negotiating Amid Tariff Uncertainty

Brian Buck Apr 07 , 2025

Responding is methodical and thoughtful; reacting is emotional and chaotic. This distinction is critical in the turbulent waters of tariff changes and trade wars. Reacting to headlines is easy — it’s the knee-jerk, instinct-driven choice. But successful negotiators and business leaders know better......

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