Practical negotiation thinking for commercial leaders
Short, useful thinking on preparation, concession discipline, deal pressure, M&A negotiation and the commercial behaviours that protect value.
What you will find here
Short, practical thinking on preparation, concession discipline, deal pressure and M&A negotiation. Recent articles and commentary live on the Barefoot Negotiator newsletter.
What Chameleon writes about
Margin leakage
Where value disappears before the negotiation begins.
Concession discipline
How to trade value rather than give it away.
Sales and procurement pressure
How each side prepares, tests and responds.
M&A negotiation
How founders and deal teams protect value in sensitive conversations.
Behaviour under pressure
What happens when preparation meets emotion, hierarchy and time pressure.
What we write about
Margin leakage in commercial deals
How value disappears through weak preparation, loose scope and early discounting.
Concession discipline for sales and procurement teams
Practical ways to trade value rather than give it away under pressure.
M&A negotiation traps before heads of terms
Where founders, investors and deal teams can lose leverage before formal terms are agreed.
The Barefoot Negotiator newsletter
Regular negotiation thinking for commercial leaders, founders and deal teams who want sharper preparation before important conversations.
Watch & Learn
Latest Thinking
Negotiation Strategy: The Barefoot Negotiator Approach
The Barefoot Negotiator: Negotiation Training & M&A Advisory
Pentagon CTO Says No Chance of Renewed...
Reading is useful. Preparing is better.
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