The Negotiation Challenge

03/06/2026

In this episode, we welcome Nuno Delicado, negotiation expert, author, educator, and founding partner of Pluris. Nuno has advised, coached, and trained negotiators across sectors and cultures, working on complex negotiations ranging from business deals and partnerships to public-sector challenges, conflicts, and high-stakes decision-making.

He joins us to discuss his book: "Impact Negotiations Toolkit: 50+ Powerful Tools to Negotiate a Better Job, Life, Community, and World," a practical guide for anyone who wants to negotiate not only better agreements, but better long-term results.

In this conversation, we explore why Nuno chose to write the book now and why the word impact sits at the heart of his approach. Rather than treating negotiation as a game of winning, closing, or extracting concessions, Nuno invites us to think about negotiation as a way to create lasting value for ourselves, for others, and for the systems we are part of.

We talk about what makes an outcome truly successful, why the effects of a negotiation often matter as much as the agreement itself, and how negotiators can prepare, communicate, reflect, and learn with greater intention. Nuno also shares how his toolkit can be used in practice, including the role of the Negotiation Canvas, deliberate preparation, creative deal-making, and post-negotiation reflection.

The episode also looks at some of the most difficult realities negotiators face: power imbalances, cultural differences, hybrid work, AI, and the growing need to collaborate across sectors, borders, and perspectives. Nuno challenges common myths about negotiation and explains what distinguishes negotiators who consistently create real impact from those who simply reach deals.

This is a conversation for leaders, entrepreneurs, professionals, policymakers, educators, and anyone who negotiates, which, as Nuno reminds us, means all of us.

13/05/2026

In our next episode, we’re joined by David A. Hunsaker of the Kelley School of Business at Indiana University Indianapolis, Hong Zhang of the Institute of Psychology at Leuphana University, and Alice J. Lee of Cornell University’s ILR School, authors of “Beyond Propensity: Thresholds, Costs, and Interventions in Negotiation Avoidance” published in Negotiation and Conflict Mangement Research journal.

Their paper examines a familiar but underexplored question: why do people often choose not to negotiate, even when negotiation could benefit them?

The episode explores the authors’ five-study investigation of negotiation avoidance among 5,881 Americans. We discuss how common avoidance is, why people may decide a negotiation is not “worth it,” and the two new concepts the authors introduce: Threshold for Negotiation Initiation, or the point at which a person believes negotiating becomes worthwhile, and Willingness to Pay to Avoid Negotiation, which captures how much people may sacrifice simply to avoid the discomfort of negotiating.

We also talk about what drives negotiation avoidance, from anxiety, social discomfort, and fear of seeming inappropriate, to cognitive shortcuts like thinking in percentages rather than absolute dollar value. Finally, we explore the interventions tested in the paper, including comparing negotiation savings to one’s hourly wage and reframing negotiation as a common social norm.

Join us for a conversation about the money people leave on the table, the psychology behind choosing silence over bargaining, and what can help more people initiate the negotiations that matter.

05/05/2026

In this episode, we welcome Dr. Greg Williams, The Master Negotiator and Body Language Expert.

Greg is a seasoned negotiation strategist, speaker, trainer, and author whose work focuses on helping people become more effective negotiators by understanding not only what is said, but what is communicated beneath the surface. With decades of experience studying negotiation, body language, emotional intelligence, micro-expressions, and the subtle signals that shape human interaction, Greg brings a practical and highly insightful perspective to every conversation.

He is also the author of "Body Language Secrets To Win More Negotiations," a book that explores how nonverbal cues can shape the direction, tone, and outcome of a negotiation. Through his work, Greg helps people better understand the hidden messages communicated through posture, gestures, facial expressions, movement, and emotional shifts.

In this upcoming episode, we’ll explore the role of body language in negotiation and why nonverbal communication can often reveal more than words alone. Greg will help us unpack how gestures, posture, facial expressions, eye movement, tone, timing, and shifts in behavior can provide important clues about what someone may be thinking or feeling during a negotiation.

We’ll also discuss how to recognize when someone’s words and body language are not fully aligned, how to respond when you sense hesitation or resistance, and how to use your own presence more intentionally. From high-stakes business discussions to leadership conversations, sales meetings, conflict resolution, and everyday decision-making, the ability to read body language can make a meaningful difference in how we listen, connect, and influence outcomes.

This conversation will go beyond simple “tips and tricks.” It will offer a deeper look at how awareness, observation, and emotional intelligence can help negotiators build trust, identify hidden concerns, and communicate with greater confidence and precision.

Stay tuned for our conversation with Dr. Greg Williams on reading body language, understanding unspoken signals, and becoming a stronger, more aware negotiator.

14/07/2024

With a heavy heart, we mourn the loss of Dean Pruitt, a remarkable individual whose life and legacy have profoundly impacted us all in the field. Dean's dedication, wisdom, and kindness were exemplary, guiding countless individuals through their professional and personal journeys. His commitment to excellence in research and his compassionate nature set a standard we all aspire to.

Dean's influence extended beyond his great professional achievements; he was a mentor, a friend, and a source of inspiration to many. His ability to listen, understand, and provide guidance will be deeply missed. As we remember Dean, we celebrate his life, his accomplishments, and the indelible mark he left on our community.

Our thoughts and prayers are with Dean's family and loved ones during this difficult time. May we all find comfort in the memories we shared with him and strive to carry forward the values he embodied so beautifully.

Rest in peace, Dean. Your legacy will live on in our hearts and actions.

17/04/2024

We are delighted to announce that the finals of the Negotiation World Championship 2025 will be hosted by University of Cape Town on April 24-26, 2025!

We look forward to inspring a new generation of young negotiators from around the world, especially Africa and expanding our TNC community of passionate negotiation professors, trainers, and coaches. We are planning to organize our annual negotiation conference, aka INTRA meeting on April 24.

Huge thanks to our 2020 Negotiation World Champions Derek Pead and Siham Boda for their kind invitation to their beatiful country and for all their hard work with organzing the event! Thank you to University of University of Cape Town for welcoming us on their amazing campus!

Please let me know if you would like to get involved as a judge, partner and/or supporter. TNC family is very inclusive and there is a place for everyone who is willing to create value for the negotiation community. To quote my friend Angelo Monoriti, negotiation is not only about "to get" but about "together"!

08/04/2024

This weekend, we organized the finals of the World Championship in Negotiation, aka The Negotiation Challenge. We are delighted to announce the winners:

🥇 University of Twente
Richard Botez, Diana-Alexandra Bozea, Artur Dylewski

🥈 University of Silesia in Katowice
Dominik Zdebik, Aleksander Łabuć, Pawel Urzenitzok, coached by Bartek Dominikowski

🥉 Columbia University M.S. Program in Negotiation & Conflict Resolution, Columbia University
Anna Goula, Zack Billick, Jérôme Crettol

Award for the outstanding negotiator went to Omar Fawzy.

During TNC, we've exposed the teams to highly diverse simulations demanding a broad range of negotiation skills. We strongly believe that great negotiators must be able to manage all types of negotiation settings and deal with diverse negotiation partners. Congratulations to the winners! You managed this complexity extremely well and are true negotiation champions!

TNC would not be possible without our great judges, whom I'll mention in the comments. Thank you for sharing your experience and advice with the participating teams. Your feedback was priceless for them!

Thank you to our hosts Dr. Hatice Kizgin, Melvin Willems and their great team from the University of Twente for their kind hospitality and perfect organization of the event.

Thank you to our partners sponsors: UNCAPT, Northwave Cyber Security, Assent and many others without whom we would not be able to organize an event of this magnitude and scale!

TNC 2025 will take place on April 24-26. Please save the date and spread your passion for negotiation among your younger friends and colleagues. See you all next year!

08/04/2024

08/02/2023

The finals of The Negotiation Challenge 2023 for students will take place Luiss Guido Carli University in Rome, Italy. Before the finals, the participants will negotiate in 3 online qualification rounds.

We've already received registration from some of the world's best business and law school and look forward to having you and/or your students with us!

https://students.thenegotiationchallenge.org/tnc-2023/

We are happy to announce that the online qualification rounds of The Negotiation Challenge 2023 will take place in March. Thanks to a kind invitation from LUISS Guido Carli, the best teams from the online qualification rounds will conduct their final negotiations mid-May in Rome, Italy.