Too often, negotiations become a war of attrition or an exercise in power. The combatants leave the field exhausted, rather than excited by the prospect of working together.

Conventional wisdom tells us that data is all-important and will sway the result in our favor.

Not true, says Simon Lancaster, best-selling author and speech writer for some of the world’s top CEOs. If we truly want to succeed, we must understand the effects that metaphors, stories, and sound bites have on the brain. Whether in speech or in writing, at a meeting or in an email, the best communicators find ways of connecting with their audiences. Metaphor in particular is scarcely understood as a communications technique, yet it often represents the make or break point, whether you’re talking about climate change, coronavirus, conflict in Ukraine or indeed a sales pitch, negotiation or business deal.

So to quote: “If you want more sparkle when you speak, more power when you present, more wow when you write, and more success in your negotiations,” join hosts Keld Jensen and Tim Cummins when they welcome Simon as their guest in The Negotiation Room

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