"When we're talking about Do Deal, we're really talking about the verb of how you deal with people... as an ongoing kind of living thing."
Richard Hoare didn't set out to become an expert on negotiation. In fact his first attempt at negotiation, when he was offered a poorly paid first job in the music industry involved, he admits, no negotiation at all. But after a career at the top of legal services in the music industry he's learned a thing or two, and recognized the need for a short, straightforward book that set out the principles of successful negotiation in a way that anyone could grasp and use.
Spoiler alert: It's not about getting your own way, it's about uncovering value and nurturing relationships. And because it was written with a co-author, the book involved some negotiation along the way itself.
In this week's conversation Richard shares his tactics for writing collaboratively, and indeed writing at all alongside a busy work schedule, together with some practical and profound insights on the art of the (better) deal.