Jeremy Thorn

Jeremy Thorn has negotiated large contracts for Sale, Purchase and Employment internationally for most of his career, and is the author of the prize-winning book ‘How to Negotiate Better Deals.

Having been the Managing Director of a large international engineering company, he then set up and developed his own nationwide consultancy business which he recently sold to its management.

A trained executive leadership coach and author of several prize-winning management books, he is a frequent workshop facilitator and speaker to Vistage members and other professional organisations’ and an experienced Non-Executive Director/Board Advisor.

His personal passion is for developing successful organisations and their senior managers to achieve their full potential.

You can contact him at – or see his website

Find me on:

Recent Posts

Advanced Negotiation Skills (4): Dealing with Deadlock

1/8/2015 posted in Business, Sales, Negotiation

Deadlock is many negotiators’ worst nightmare. It happens where there may well be a deal to be done but neither side seems willing to move towards the other in order to bridge their differences. If you are not used to this, it can be psychologically very uncomfortable.

In fact, creating deadlock on purpose is a key part of the armoury of hard-ball negotiators. They do it to make sure they have drained every last drop of advantage for themselves before agreeing any deal.  And, because they do this habitually, they are often very good at it. For them, there is no apparent concern at all about being stuck in impasse. They are only waiting for you to blink first.

Read More

Advanced Negotiation Skills (3): Reading Between the Lines

11/18/2014 posted in Business, Sales, Negotiation

Experienced negotiators know that there is a special ‘language’ for negotiating. It could be very abrasive, perhaps designed to destabilise the other side; or it could be quite emollient, to show how reasonable we can be, and both have their place.

We also know that often, what people say (and how they say it) isn’t always quite what they really mean. So a supplier might say: “We’ve got to have a price-rise”. But does that mean: “otherwise we will stop supplying you”, or “that is our fond hope”? It’s important to know which! Naturally, all good negotiators will make their best hopes sound as if they are the least they can accept. But where does the truth lie?
Read More

Advanced Negotiation Skills (2): The Art of Preparation

10/7/2014 posted in Sales, Negotiation

We all have to negotiate, whatever we do, whether at work, home or play. Most of us learn through bitter experience that if we want to win really good deals, we need to invest time and effort in preparing effectively.

Yet curiously, it seems that many Brits take a special pride in ‘winging it’! I polled some 25 different nationalities on how they perceived the strengths and weaknesses of other nationalities. Most said they saw the Brits as being generally amiable, keen to do a deal and flexible. But, even more said they found us unprepared, naïve and untrained. How shameful is that!

This doesn’t mean to say that this criticism applies to you. But it might well apply to your sales teams or key staff, as a business leader you should certainly be aware that this is how we might be perceived by others.

Read More

Advanced Negotiation Skills (1): Always Getting What We Want

9/24/2014 posted in Business, Sales


You may well know many of the ‘Golden Rules’ of Negotiating – such as the importance of preparation, aiming high (‘if you don’t ask, you may never get’), establishing the other side’s full agenda before starting to negotiate (to avoid last-minute demands), keeping all issues linked to avoid ‘salami slicing’, searching for variables in both side’s situation to trade for mutual advantage; and the importance of actually trading concessions rather than just donating them.

Following these tips alone can result in vastly improved outcomes. But there are many other things we can do to ensure an even better deal.

Read More

The Challenge of Listening to Good Advice

9/7/2014 posted in Business, Getting Ahead, Being a new CEO


I think I have been really lucky in the advice I've received throughout my career – and perhaps you have too. Not all of it has been equally helpful, but apart from very specific business advice, I still recall many of the excellent tips that have been offered to me at different times in my life.  

I’d like to tell you the best advice I ever had at the end of this article. But first, why is it that taking advice from others can be so – well, difficult?   

Read More