The Negotiation Club
The Negotiation Club Podcast is a platform where negotiation experts, practitioners and enthusiasts share their real-world negotiation experiences and insights. It focuses on practical stories and lessons from the field of negotiation. Episodes feature interviews and discussions about tactics, strategies and outcomes. Listeners can gain valuable perspectives on how to handle various negotiation scenarios.
Episodes
The Self-Assessment Muscle: How Reflecting Builds Better Negotiators
A reflective conversation with Oscar Trimboli on why self-assessment is a critical but overlooked skill in negotiation learning and long-term performance improvement.
What We Explored in This Episode
In this thought-provoking conversation, I sit down with Oscar Trimboli, author of How to Listen, to explore a skill often overlooked in negotiation training: self-assessment.
Trust Before Tactics: The Amnesty Approach to Smarter Negotiation
A practical conversation with Phill Elston, on using the Amnesty Negotiation Tactic to build trust, surface hidden issues, and prepare teams for effective negotiations.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown is joined by Phill Elston, to explore the Amnesty Negotiation Tactic - a preparation tool designed to encourage ope
How to Creating Tension Without Breaking Trust in Negotiation
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.
Tension is Soft Power
Phil brings his wealth of procurement experience to the conversation as we dissect how and why creating tension can reframe complacent relationships, especially whe
Empathy in Negotiation - A Lesson Through the Eyes of Others
A reflective conversation with Tony Powers on how empathy, bias awareness and perspective-taking improve judgement and decision-making in negotiations.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown reconnects withTony Powers, a retired police officer and early participant in The Negotiation Club. Together, they reflect on T
What is the Anchoring Reference in negotiation?
A practical discussion with Michael Phillips on cognitive bias and how anchoring references shape perception, judgement, and outcomes in negotiations.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown is joined by Michael Phillips, negotiation trainer and author of "The Naked Negotiator") to explore the role of cogn
The Last Penny | Balancing Deals and Relationships in Negotiation
A practical conversation with John Lowry on the “Last Penny” negotiation tactic and how small concessions can protect relationships and create long-term value.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown is joined by John Lowry to explore the Last Penny negotiation tactic—a concept that sits at the intersection of commercial d
Positive Risk and Hidden Value: The Role of SWOT in Negotiations
A practical conversation with Patrick Tinney on using SWOT analysis to identify leverage, manage risk, and think more strategically in negotiations.
What We Explored in This Episode
In Episode 17 of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Patrick Tinney, seasoned negotiator and author, to explore how SWOT analysis can be
Negotiation Wisdom: Why Patience Is Your Greatest Asset
A reflective conversation with Gene Killian on why patience is the most underestimated skill in negotiation and how it shapes judgement, timing, and outcomes.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Gene Killian—lawyer and host of the Station-4-Negotiation podcas
Gain or Loss? Mastering the Art of Framing in Negotiation
A practical conversation with Keenan on using framing to influence perception in negotiations and why deliberate practice is essential to applying it effectively.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Keenan Taku, a former law student and participant in Philip’s neg
Using ‘It’s My Birthday!’ to Influence Negotiations
A reflective conversation with Fred Copestake on how personal details, such as birthdays, influence reciprocity, mood, and decision-making in negotiations.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by his good friend Fred Copestake to explore an unexpected negotiati
In My Shoes: Getting the Other Party to See Your Side in Negotiation
A practical conversation with Mohammed Teleb on using visualisation, empathy, and preparation to create clarity and unlock better outcomes in complex negotiations.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Mohammed Teleb, a global commercial director and experien
Why LinkedIn Matters More Than Ever in Negotiations
Host: Philip Brown, Founder of The Negotiation Club
Guest: Jim Meldrum, LinkedIn Trainer
“Your LinkedIn profile is your silent negotiator—make sure it speaks for you before you even walk into the room.”
Episode Overview:
In this latest episode of The Negotiation Club Podcast, we had the pleasure of sitting down with Jim Meldrum, a seasoned Sales and
Negotiation Game Plan: Defining Rules of Engagement with Keld Jensen
A practical conversation with Keld Jensen on trust currency and why setting clear rules of engagement shapes alignment, trust, and outcomes in negotiations.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Keld Jensen, negotiation expert and pioneer of NegoEconomics, to
How to Give Time a Crescendo Effect in Negotiations
A practical conversation with Mark Davies on the Crescendo Effect and how time pressure builds, distorts judgement, and can be managed to improve negotiation outcomes.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by negotiation trainer Mark Davies to explore a frequentl
Think Like a Negotiator: Conditioning Language to Shape Outcomes
A practical conversation with Luke Tomlinson on using conditioning language and framing to shape expectations, test assumptions, and guide negotiations more deliberately.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Luke Tomlinson, a procurement professional with exp
From Hasty to Heroic: The Impact of Slowing Down in Negotiations
A reflective conversation with Moshe Cohen on why slowing down is essential for managing emotion, improving judgement, and performing better in negotiations.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Moshe Cohen—negotiation trainer, mediator, and author of Collywo
How to use a Charm Offensive to Building Relationships in Negotiation
A practical conversation with Martin John on using charm authentically to build rapport, reduce tension, and improve outcomes in difficult negotiations.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Martin John, a procurement professional and trainer with over 26 year
Navigating Negotiation Ethics and Economics: The ‘Best’ Offer Dilemma
A research-led conversation with Professor Remi Smolinski on why asking for the “best” offer is a powerful but risky negotiation tactic.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Professor Remi Smolinski from HHL Leipzig Graduate School of Management to explore the str
From Panic to Poise: How to Park Issues Effectively in Negotiations
A practical conversation with John Skinner on why “parking” issues helps negotiators stay composed, protect leverage, and make better decisions under pressure.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by John Skinner, business consultant and entrepreneur, to explore a ski
Strategic Negotiation: The Power of the “Closing Accusation”
A practical conversation with Mike Inman on using silence, precision, and observation to test positions and unlock movement in negotiations.
What We Explored in This Episode
In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Mike Inman, negotiation trainer at TableForce, to examine a standout moment from a live
Know Thy Name: The Power of Names in Negotiation
A practical conversation with Michael Phillips on how using people’s names—when done well—builds rapport, trust, and influence in negotiations.
What We Explored in This Episode
In Episode 3 of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Michael Phillips, negotiation trainer and author, to explore a deceptively simple
The Power of TED: Transform Your Negotiations
A practical conversation with Fred Copestake on using TED questioning to uncover insight, deepen understanding, and steer negotiations more effectively.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Fred Copestake, sales trainer and founder of Brindis, to explore the
Mastering Negotiation Skills - The Chicken Win
A practical conversation with Tobias Threlfall-Holmes on building relationships quickly and negotiating effectively when time and leverage are limited.
What We Explored in This Episode
In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Tobias Threlfall-Holmes, a past Durham University student and&nbs
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