This week, I had the pleasure of delivering a three-hour online negotiation workshop for members and Business Advisors of the Coventry & Warwickshire Chamber of Commerce. It was more than just a session on negotiation—it was an opportunity to shift mindsets, build confidence, and show the practical impact of negotiation practice across all levels of business.

Not Your Traditional Negotiation Training

Unlike traditional workshops, which often lean heavily on theory, this one was rooted in practice. Using Negotiation Cards, we explored not only the structure of a negotiation but how to engage, experiment and, most importantly, observe.

Why Watching Others Negotiate Might Be the Most Underrated Learning Tool

One of the most powerful moments in the session was when participants had the chance to watch others negotiate—something that rarely happens in business life. In real-world negotiations, we never get to peek behind the curtain to see what both parties are thinking or aiming for. But when you’re given that insight in a controlled environment, it becomes eye-opening.

People negotiate differently—some with quiet confidence, others with expressive communication styles. And it’s only through observation and comparison that we start to appreciate these differences. It’s not about good or bad negotiators—it’s about style, comfort and practice.

This was highlighted in a post-workshop conversation I had with one participant, who told me about their sales team:

“We’ve got some strong negotiators—really extroverted, really confident.” That’s brilliant I said but how do you lift the rest of the team to that level? The answer is not reading another book or watching a webinar. It’s practising negotiation together, observing each other, and giving feedback.

Overcoming the Fear of Performing in Front of Peers

Let’s not pretend it’s easy. Some people dread negotiating in front of colleagues. But what quickly becomes apparent in our club-style format is the community. There’s no judgement—only support, feedback and shared learning. The fear is soon replaced by curiosity and often even laughter!

Negotiation stops being scary and starts being… fun.

Negotiation Tactics in Action: From Mirror Words to Saying “No”

The session wasn’t just about awareness. We got tactical.

We practised:

• Using a Summary effectively in a negotiation
• Saying “No” with confidence and purpose
• The popular Mirror Words tactic, made famous in 'Never Split the Difference' by Chris Voss

The interesting thing? While Mirror Words sound simple in theory, they’re surprisingly hard to apply in practice. That’s the flaw in many negotiation books and courses—they assume reading something is the same as doing it. It’s not. Practice reveals the gaps and helps you fill them.

A Wake-Up Call for Business

When I asked the participants whether they’d ever read a book on negotiation or been on a course, no one raised their hand. Not one. That should be a wake-up call.

In today’s economic climate, businesses must realise that every pound spent or earned is negotiated in some way—from procurement to sales to internal project scope discussions. Negotiation isn’t an optional skill. It’s essential.

A Shout-Out to the Coventry & Warwickshire Chamber of Commerce

I want to extend a big thank you to the Coventry & Warwickshire Chamber of Commerce for championing this kind of learning. By giving businesses and advisors a space to practise, reflect, and sharpen their skills, they’re doing something that many organisations neglect.

If you’re a member of a Chamber of Commerce, or a business owner wondering how to give your team a real commercial advantage—get them practising negotiation.

• Don’t wait for the big deals to come around.
• Build confidence, agility and tactical skill before they do!

Want to Try Negotiation Practice Yourself?

Explore our Negotiation Tactics & Techniques or check out how Negotiation Club Membership can give you and your team a regular opportunity to practise.

Because if there’s one thing we’ve proven—it’s that the best way to learn negotiation is to do negotiation.

Building a Negotiation Community at the Warwick Negotiation Club

We’ve recently moved to Warwick and absolutely love the town – it’s full of charm, history and a real sense of community. As part of settling in, we’re now diligently building a physical Warwick Negotiation Club right here in Warwick. The goal is simple:

...to create a welcoming space where businesspeople, professionals, and anyone interested can come together to practise and improve their negotiation skills.

Whether you’re new to negotiation or have years of experience, you’re invited to join us. It’s about learning through doing, supporting one another and growing a confident, skilled community—right on Warwick’s doorstep.