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THE HUMAN SIGNAL

Every negotiation is decided three times.

Before the table. At the table. Inside the negotiator.

For people who negotiate and carry the consequence.

The buyer said its supplier asked for more to keep delivering. Five weeks later, the supplier had a new owner, and the buyer was helping to pay for it

In 2018, engine maker Deutz said its foundry asked for higher prices, one-off payments and purchase commitments to keep delivering. Deutz went to court, then backed a new owner for the supplier. ...more

Deal Analysis

October 16, 2026•3 min read

The buyer said its supplier asked for more to keep delivering. Five weeks later, the supplier had a new owner, and the buyer was helping to pay for it

WHAT THE RESEARCH SAYS

Two thirds of a negotiation happens before anyone reaches the table.

Inside the negotiator's own organisation. Research conversations with heads of sales and procurement said it first. A survey of four thousand buyers measured the same thing from the other side. Training usually starts at the table.

THE METHOD

Read the signal

The counterparty, the room, and our own system, while it is still happening.

The pause before a number.

The concession that arrives too easily.

Decide from structure

A prepared move instead of a reaction. Preparation as a process that fits into a working week, and a review after, so the next one starts further ahead.

Stay clear under pressure

Sleep, recovery and nervous system state decide how much of the first two survives a hard hour. Treated as part of the deal, on the same logic a competition treats it.