The Self-Assessment Muscle: How Reflecting Builds Better Negotiators
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.
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44:38
Trust Before Tactics: The Amnesty Approach to Smarter Negotiation
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.
Want to put it into practice?
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.
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26:01
Creating Tension Without Breaking Trust – A Conversation with Phil Ideson
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.
JOIN The Negotiation Club to Practice Your Skills
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:
When and why tension is vital in procurement negotiations
How to use careful, purposeful language to spark movement without damaging relationships
Why tension must be backed by credibility and preparation—not just clever phrasing
And how to bring this tactic to life in your own practice sessions through the Negotiation Club’s methodology
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.
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Empathy in Negotiation - A Lesson Through the Eyes of Others
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.
Listeners will learn how to:
Recognise and overcome biases in negotiations.
Apply the "Em & Pathy" tactic to consider all perspectives.
Practice this skill purposefully to improve real-time decision-making.
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.
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Master the 'Anchoring Reference': A Powerful Negotiation Tactic Explained
Don't JUST listen... DO!
JOIN THE NEGOTIATION CLUB AND PRACTICE YOUR SKILLS!
30 DAY FREE TRIAL OFFER HERE
In this Episode of The Negotiation Club Podcast
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.
Want to practice this for yourself?
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!
► Purpose and Vision
The Negotiation Club Podcast was created with a clear and compelling purpose: to provide a platform where experts, practitioners, and enthusiasts can share their real-world negotiation experiences and insights. Our aim is to bridge the gap between theory and practice by bringing together diverse voices from various fields to discuss their unique challenges and successes in negotiation.
► A Platform for Sharing Experiences
We believe that everyone has valuable experiences and stories that can enrich others' understanding of negotiation. By inviting guests from different backgrounds, we ensure that our listeners gain a well-rounded perspective on negotiation techniques, strategies, and nuances. Our podcast is not just about listening; it's about learning from the collective wisdom of our community.
► Enhancing Practice Sessions
One of the core values of The Negotiation Club is the emphasis on practical skills development. The experiences and stories shared on our podcast are directly integrated into our practice sessions. By using real-life scenarios and examples discussed by our guests, we create realistic and challenging practice sessions for our members. This approach allows participants to apply new concepts and strategies in a controlled environment, enhancing their skills through hands-on practice.
► Negotiation Cards
The Negotiation Cards, inspired by insights from each podcast episode, are a powerful tool for practicing the techniques shared by our expert guests. These cards distill complex strategies into actionable exercises, allowing you to apply and refine your skills in real-world scenarios. By regularly practicing with these cards, you not only reinforce the lessons learned but also develop the confidence and agility needed to navigate any negotiation effectively.
► Supporting Other Clubs
We recognise the importance of collaboration and community in the world of negotiation. The content from our podcast is not limited to The Negotiation Club; it is a resource for other clubs and organizations as well. By sharing our episodes and the accompanying practice materials, we support a broader network of negotiation clubs, fostering a culture of continuous learning and improvement.
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The Negotiation Club Podcast is more than just a series of interviews; it is a dynamic and interactive resource designed to promote practical learning and skill development. Through the stories and experiences of our guests, we aim to inspire and equip our listeners with the tools they need to excel in their negotiation endeavors. We invite you to join us on this journey of shared learning and collective growth.
Thank you for being a part of The Negotiation Club community. Together, we learn, practice, and succeed.
The Negotiation Club
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