Negotiating

A general law of interpersonal relationships?

This time last week (17th June) I was asked to join some other great speakers at the 75th MPF Retuning your firm online session.  Richard Chaplin asked me to speak about psychology and business relationships. The intersection between the topics of relationship management and psychology is an area of particular Read More

2022-06-29T08:27:20+01:00June 24, 2022|Kim's Blog, Management Skills, Relationship Management, Selling|

Book review – Persuasion: The art of influencing people by James Borg

I have read many books on persuasion and influence. My favourites are those by Dr Robert Cialdini  - and I recently made a short (10 minute) video covering his six principles of persuasion.  This is a book review - “Persuasion: the art of influencing people” by James Borg. It is Read More

Book review: The leader’s guide to negotiation by Simon Horton

I’ve read a lot of books on negotiation. And this 270-page “leader’s guide to negotiation – how to use soft skills to get hard results” by Simon Horton is up there with my favourites. It’s stuffed full of research and useful insights from psychology. It provides a plethora of helpful Read More

Book Review: “The small big – small changes that spark big influence” by Steve J Martin, Noah J Goldstein and Robert B Cialdini (persuasion science)

As a psychologist and a salesperson I was blown away when I first read Cialdini’s great book on the psychology of persuasion (was that really over 10 years ago?). There’s a summary of the six principles below. His work features in many of my influence, persuasive writing and buy-in training Read More

2022-06-21T10:45:21+01:00November 20, 2014|Kim's Blog, Management Skills, Marketing, Relationship Management|

10 practical tips for fee and price negotiations

As part of the conflict management training courses and coaching I provide, I have just updated the 40 page resource “Guide to effective communication, conflict management and negotiation for smoother relationships and better outcomes” that I provide to delegates and coaching clients. Whilst much of the training focuses on influence, Read More

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