🎄 12 Days of Negotiation Christmas🎄
As we prepare to walkaway (pun absolutely intended) from another year, it’s only fitting to look back at the wisdom, wit and occasional walkaway-worthy moments we’ve shared on The Weekly Walkaway.
The Weekly Walkaway highlights negotiation in its ‘good’, ‘bad’ and sometimes ‘downright ugly’ forms. Issue No. 98 (13th December 2024)
And please remember to Click ❤️ to trigger the algorithm and spread the word with one click. Thank you.
🎄 12 Days of Negotiation Christmas🎄
Happy Friday Walkawayers, Negotiators, Dealmakers and Fixers..
Tis the season to celebrate not just with last years eggnog and those questionable Christmas jumpers but also with a little reflection on what made 2024...well, negotiable.
As we prepare to walkaway (pun absolutely intended) from another year, it’s only fitting to look back at the wisdom, wit and occasional walkaway-worthy moments we’ve shared on The Weekly Walkaway over 2024.
This holiday season we’ve decided to stuff your stocking with something special:
The 12 Days of Negotiation Christmas.
Think of it as a greatest hits of your favourite blog posts..
We’ve combed through the archives, debated harder than you did for that last pay rise and picked your 12 most engaged posts from the past 12 months.
You’ve laughed with us (we hope), learned with us, and probably muttered “that’s so me” more times than you’d like to admit.
And for that, Walkawayers, we thank you.
With over 1,300 of you subscribing, commenting, and sharing, you’ve turned this blog into something more than just pixels on a screen.
It’s a community.. a slightly rant infused, highly sarcastic, negotiation obsessed community.. and we wouldn’t have it any other way.
So grab your festive mug of coffee (or something stronger; we don’t judge) and let’s take a walk down memory lane and take a moment to celebrate with us.
So what you waiting for.. Open that stocking.
On the 1st Day of Christmas my true love (blog) gave to me:
Stop thinking of the minimum you need and start thinking about the maximum you could get!
From January 2024
In this edition we encouraged you balmy lot to embrace the New Year by aiming higher in both personal and professional goals.
We challenged you to move beyond focusing on the minimum you need and instead strive for the maximum possible outcomes.
I shared that I was gonna cut out sugar.. Sorry, I failed! I love chocolate!
We brought into view the importance of the ZOPA (Zone of Potential Agreement) framework, to encourage the understanding of your counterpart's limits (Walkaways) as a way of aiming to maximize gains rather than settling for your minimums.
Some of the key takeaways:
opening negotiations with extreme offers;
observing reactions;
and using reciprocity.
We were also emphasising the same mindset to personal growth, setting ambitious goals like transitioning from touch rugby to full-contact at my tender age of 50. (I got close but surprise surprise I got injured.. one for 2025)
The key was to get you lot to "think bigger" mentality in all areas, from career development to life goals, urging you to surpass targets and uncover untapped potential.
Did you accept the challenge? Did you stop thinking of the minimum you needed and started thinking about the maximum you could get!
And please remember to Click ❤️ to trigger the algorithm and spread the word with one click. Thank you.
On the 2nd Day of Christmas my true love (blog) gave to me:
The Exposé! This Is What ‘They’ Have Been Doing To You All This Time!
One of your most engaged posts of 2024.. I wander why?
This exposé delved into a revealing (and hilariously cynical but real) guide for buyers, highlighting the cutthroat tactics often employed to outmaneuver suppliers.
Unearthed from my archives, it’s old yet still many of the tactics are used today.
We offered you a tongue-in-cheek glimpse into the strategies and tactics taught to newly hired buyers to secure maximum concessions at your expense.
Example tactics include:
Feigned partnership while relentlessly pushing for more. Always rejecting first offers and leveraging competitors to pressure suppliers;
Acting uninformed to exploit vendor weaknesses while gathering intelligence on their habits and personalities. Using psychological warfare: impossible demands, destabilization, and threatening to end negotiations or reduce business;
Preferring inexperienced or unprepared salespeople, and capitalizing on their mistakes or fear of losing the deal. The list went on… Click on the link above to remind yourself and smile….
Stay sharp, y’all, understand these tactics and protect yourself. Nothing ever happens by accident, you can trust me on that.
On the 3rd Day of Christmas my true love (blog) gave to me:
The Recruiter's Playbook: Episode 1 - Negotiating Job Offers
In this post we provided a guide for recruiters navigating the delicate process of negotiating job offers.
We emphasised balancing the needs of candidates, hiring managers, and HR while maintaining professionalism, creativity, and resilience.
Key takeaways included:
Understanding Who You're Negotiating With: Tailor approaches to individuals, not companies, recognizing their unique interests and concerns. Acknowledging Constraints: Manage expectations honestly while exploring where flexibility exists in salary caps, policies, or benefits. Handling Ultimatums Gracefully: Respond to ultimatums calmly, finding common ground while fostering reciprocity in behaviour;
Preparing for Tough Questions: Anticipate challenges and coach candidates to handle them confidently without weakening their position. Considering the Whole Package: Look beyond salary to evaluate benefits, responsibilities, location, and growth opportunities as part of the total offer. Maintaining Engagement: Stay patient and persistent, keeping all parties engaged and communication open;
Negotiating Simultaneously: Present all desired changes at once to avoid piecemeal haggling and ensure balanced exchanges of value. Leveraging BATNA and Timing: Secure multiple offers to give candidates choices and align timing to facilitate informed decisions.
The overarching advice is to prioritise long-term satisfaction for all parties.
And please remember to Click ❤️ to trigger the algorithm and spread the word with one click. Thank you.
On the 4th Day of Christmas my true love (blog) gave to me:
An Interview With ChatGPT. Supplier negotiations, specifically related to recruitment.
I remember this one and I had a lot of fun with it.
This is when I interviewed ChatGPT (aka Inscribe - What ChatGPT had decided to name themselves) and used it as a way of exploring supplier negotiations within recruitment. I gave Inscribe the imagined perspective of being a procurement professional in a large global brand.
We discussed whether to negotiate competitively or collaboratively and Inscribe initially suggested a balanced approach but I challenged this, asserting that in competitive negotiations, a tougher stance may be necessary.
Inscribe agreed and acknowledged the importance of asserting their company's position.
We went onto discuss procurement frustrations and red flags with recruiters, AI in recruitment negotiations and we concluded that while AI can assist, ethical programming and oversight are crucial to prevent exploitation.
It was a great read and one you engaged well, showing it is very much on your minds.
In conclusion there is food for thought in here for recruiters and your futures.
On the 5th Day of Christmas my true love (blog) gave to me:
Embrace Your Inner Toddler. Say NO!
This post was epic. It became lively and I had alot of fun with the childish humour I was able to use as we explored the power of saying "no"
Childish because we explored the assertive behaviour of tiny ickle toddlers who wield the word ‘NO’, unapologetically.
We argued that "no" is the foundation of any negotiation and a critical tool for asserting value, maintaining control, and fostering meaningful dialogue.
Here is a reminder of the key takeaways:
"No" as Power: Saying "no" signals seriousness, establishes boundaries, and prevents devaluing yourself or your company;
Breaking Social Conditioning: Many adults feel guilt or discomfort saying "no," rooted in childhood conditioning. Overcoming this is essential to effective negotiation. The Value of Refusal: By saying "no," you create scarcity, prompting the other party to make concessions, collaborate, and value what you bring;
The "No, But" Technique: A softer way to redirect conversations, propose alternatives, and reframe impasses while maintaining control and engagement.
We want you all to embrace your inner toddler's assertiveness and use "no" to increase your value, maintain leverage, and drive satisfaction in negotiations.
Whether a cold hard ‘NO’ or a warmer "no, but," we’d like to see you use this simple word because it becomes a gateway to better outcomes and stronger relationships. Simples!
On the 6th Day of Christmas my true love (blog) gave to me:
Fairness? In Negotiation? It Just Doesn’t Exist!
Being fair suggests compromise; that you are OK settling for less!
Negotiation is fundamentally about reaching an agreement that serves 'your' best interests. If not, you're not negotiating.
This post was a tricky and sticky one. We claimed that fairness in negotiation is a myth! And it is.. because negotiation is inherently driven by self-interest and power dynamics rather than a shared sense of fairness.
Here are a few of the key points:
Fairness Is Subjective and can be Manipulated:
Different parties have their own self-interests and definitions of fairness, making true fairness impossible to achieve;
What seems fair to one party often conflicts with the other's goals;
Counterparts may exploit your sense of fairness as an emotional trigger to influence your decisions and secure concessions.
Negotiation Is About Maximizing Outcomes not Compromise:
The focus should be on achieving the maximum value possible rather than adhering to perceived fairness;
Leveraging power, skills, and understanding the issues at hand is key to driving better outcomes;
Splitting the difference or meeting halfway often results in mediocrity and settling for less than what could be achieved.
Fairness in Complex Scenarios and The Role of Perception:
Examples like union negotiations highlight how fairness is subjective and often misaligned with broader goals like modernisation or economic growth;
Long-term solutions require collaboration, empathy, and addressing mutual issues, not a simplistic view of fairness;
While fairness may help foster cooperation or trust, it should not dictate negotiation strategy. It’s more productive to address underlying issues collaboratively than to fixate on positions tied to fairness.
Fairness in negotiation is neither realistic nor productive.
‘Fairness’ is just a perception, cos your counterpart has their own self interest and goals to achieve, it’s not in their interest to be fair to you because that will impede them achieving their goal. Yup.. sticky and tricky.. but true!
And please remember to Click ❤️ to trigger the algorithm and spread the word with one click. Thank you.
On the 7th Day of Christmas my true love (blog) gave to me:
SELL! SELL! SELL!
This one was a cracker.. And very relevant to you lot right now and probably the reason why it got such great engagement and comment.
We highlighted the crucial distinction between selling and negotiating.
The key is that if you continue to sell during a negotiation you just weaken your position and give away your power.
Knowing when to stop selling and start negotiating is of course vital for your success.
You’ve just got to avoid selling during negotiation to preserve your power, credibility, and leverage.
Key Points:
Selling vs. Negotiating:
Selling persuades someone to want or need something; negotiation reaches an agreement on that "something."
Selling creates a perception of neediness and weakens leverage; negotiation is about building and maintaining power.
When Selling Stops, Negotiation Begins:
Continuing to sell during negotiations makes you seem desperate, reduces credibility, and devalues your position.
Negotiation requires control, strategic positioning, and a focus on outcomes, not just enthusiasm.
The RAD Framework:
Relationship (R): Build trust and rapport, understand stakeholders, and identify key players.
Awareness (A): Educate both sides about needs, wants, and offerings, addressing objections and building credibility.
Demand (D): Ensure both parties genuinely want or need the offering before negotiation begins.
Hopefully you lot got a good understanding of the fundamental differences between selling and negotiating. That selling just sets the stage, but negotiation is where the real work happens.
On the 8th Day of Christmas my true love (blog) gave to me:
Being Terrified. A Story of a Rugby Coach And What he Learnt about Negotiation
This was a personal blog reflecting on the amazing players I’m proud and am lucky to coach in the beautiful game of rugby; The Mighty Shield Maidens of Chobham.
You lot really engaged with this one probably because it was so personal and I appreciated that.
Key Lessons from Youth Rugby Applied to Negotiation:
Understanding Needs:
Just as coaching involves understanding players' needs and fostering unity, negotiation requires understanding your counterpart's needs to create a collaborative environment.
Behaviour Breeds Behaviour:
Positive leadership and collaboration from coaches inspire players to emulate these traits, much like mutual respect and cooperation lead to successful negotiation outcomes. Encouraging players to take ownership of their actions mirrors the importance of alignment and clear objectives in negotiation.
Technique, Strength, and Courage:
Coaching focuses on equipping players to solve challenges independently, a skill also critical for negotiators who must adapt creatively to changing circumstances. Negotiators, just like rugby players, need proper preparation (technique), mental resilience (strength), and assertiveness (courage) to succeed, especially when facing perceived power imbalances.
The lessons for me were of teamwork, leadership, adaptability and equipping individuals with the tools and confidence to navigate challenges.
Just as I love preparing my players I also love preparing negotiators for success in both their personal and professional lives.
On the 9th Day of Christmas my true love (blog) gave to me:
Negotiating with Nightmares: Peering Through the Political Looking Glass
This one was a surprise. Your most engaged post of the year…
The post was a rant and shout at the wind. It was political in making and also reflected my own fears, which is why I think it resonated so much with y’all.
We explored negotiation styles and leadership qualities, using history and current politics as a lens. And what a frightening lens it was and still is..
We specifically explored the negotiation tactics of the famous and more importantly the infamous and THE WARNING’S that such traits often reveal themselves long long before...
I concluded that leadership qualities can often be discerned through negotiation styles and history provides ample warnings about the dangers of egotistical, divisive approaches.
My rant called for leaders who unite rather than divide, who combine wisdom, resilience and diplomacy to navigate the challenges of modern governance.
And please remember to Click ❤️ to trigger the algorithm and spread the word with one click. Thank you.
On the 10th Day of Christmas my true love (blog) gave to me:
The Surprising Power of Ideas That Don’t Make Sense
A surprising post that gained your engagement was how we explored how by embracing creativity and the irrational aspects of human behaviour we can enhance our negotiation outcomes. We challenged your reliance on conventional, logic-driven methods… Controversial!
Your key takeaways:
The Limits of Rationality:
Decisions are often driven by emotions, perceptions, and biases rather than logic.
Understanding personal motivations (e.g., career aspirations) can make offers more compelling.
The Power of Perception:
Framing matters more than facts; people value things based on how they perceive them.
Examples include emphasizing non-monetary benefits in job offers or involving stakeholders in the process (e.g., The IKEA Effect) to increase perceived value.
Non-Linear Solutions and Embracing Uncertainty:
Creative, lateral thinking can solve negotiation impasses. Challenging assumptions opens doors to innovative solutions, such as flexible work arrangements or project autonomy.
Rigid reliance on data overlooks the value of gut instinct and ambiguity. Allowing room for the unexpected often leads to better outcomes.
What this post proved was that negotiation is an emotional, dynamic process.. not a purely logical exercise where value is subjective which makes negotiation a dance of emotions rather than a rigid puzzle of rational and logical thinking.
On the 11th Day of Christmas my true love (blog) gave to me:
Mindset: Your Secret Weapon
This was a great post where we delved into the fact that negotiation is as much about your mindset as it is to preparation and strategy.
We drew on the parallels to the cognitive behavioural triangle ("What you think, you feel, you do") to highlight how thoughts, emotions, and actions shape negotiation outcomes.
Confidence, positivity and a growth mindset empower you to see opportunities instead of obstacles, to stay calm under pressure and to act decisively.
Remember: Success in negotiation starts with what you think, how you feel, and how you carry yourself, so believe in your value and others will too.
Key Points:
The Power of Mindset:
Positive Framing: Viewing negotiations as opportunities rather than challenges encourages solution-oriented thinking.
Growth Mindset: Treat setbacks as learning opportunities to adapt and improve, fostering persistence and creativity.
Emotional Regulation:
Confidence stems from positive self-belief, enhancing assertive communication. Managing stress through composure leads to better decisions, avoiding panic-driven mistakes.
Translating Mindset into Presence:
Confidence and positivity influence body language and demeanour, creating a strong impression on negotiation counterparts.
Cultivate a positive, confident outlook to go out and grab opportunities, manage the expected pressures and confidently believe in your value so that others do too.
On the 12th Day of Christmas my true love (blog) gave to me:
Navigating Yuletide Diplomacy: Unwrapping the Art of Christmas Negotiation
And finally.. On this day 12 months ago we posted Navigating Yuletide Diplomacy where we humorously compared the chaos of Christmas to a high-stakes negotiation, highlighting the complex balancing act of managing family dynamics, traditions, and expectations during the festive season.
You also found it fun and engaging as it was third equal in your list of most engaging posts of the year.
Key Points:
Christmas as a Negotiation:
The holiday season is a multi-stakeholder "negotiation" involving schedules, traditions, and expectations, requiring diplomacy and creative compromises.
Deciding where and how to spend the holidays is likened to bidding for major global event, with endless logistical challenges. Scheduling time for family gatherings amid conflicting commitments mirrors the delicate art of prioritization in negotiation.
Festive Negotiation Challenges:
Presents: Balancing thoughtfulness with practicality and managing the art of re-gifting and gratitude.
Meals: Resolving dietary conflicts and preferences, from traditional feasts to vegan options.
Dynamics: Managing personalities, political debates, and generational divides, including teenagers lost in Snapchat and relatives with eccentric behaviours.
The Final Stages:
The aftermath includes navigating family departures, game night rivalries (e.g., Monopoly-induced chaos), and the dreaded clean-up, where everyone negotiates their way out of chores.
Christmas is a comedic exercise in negotiation.. requiring agility, patience and a sense of humour.🎄
And please remember to Click ❤️ to trigger the algorithm and spread the word with one click. Thank you.
And That’s a Christmas Wrap Walkawayer’s
As we wrap up this year's Christmas edition of The Weekly Walkaway, we want to take a moment to thank you, our incredible Walkawayers, for your engagement, insightful comments, and loyal readership over the past 12 months.
Your passion for negotiation and your enthusiasm for this community inspire us to keep challenging perspectives, sharing stories, and (occasionally) ranting at the wind.
From all of us here at The Weekly Walkaway, we wish you a very merry Christmas filled with joy, laughter, and maybe just a sprinkle of festive negotiation.
May your New Year be as prosperous as your negotiations and may every deal you strike in 2025 bring success, satisfaction, and a little sparkle to your world.
In 2025 we will be engaging with you all to share your own stories.. Anonymously of course. So look out for that..
We’ll be taking a short break until the second week of January 2025 giving you (and us!) a chance to rest, recharge, and come back ready to dive into another year of tackling life’s negotiations head-on.
Until then, thank you for being the brilliant, engaged Walkawayers you are. See you in 2025!
