Before the conversation
We define your objectives, priorities, alternatives and limits on concessions. We prepare questions, arguments and a plan for presenting your proposal.
Strategic Negotiation Advisory
Strategy for critical business negotiations and renegotiations.
Briar Morgan provides independent, confidential negotiation advice to business owners and leaders responsible for key commercial relationships. We prepare negotiations with important clients, suppliers and partners: strategy, communication and responses to pressure. You work directly with Briar Morgan.
Clear strategy. Good questions. A sharp mind.
Negotiation consulting
You receive a negotiation plan covering objectives, priorities, alternatives and limits on concessions. We prepare your questions and arguments, and how you will respond to pressure and difficult moments.
When assessing terms
We examine a proposal, its implications and possible changes. We identify questions to ask and terms that serve your objectives.
Through subsequent stages
At the agreed stages, you can come back to me with a new proposal or concern. We review the situation together and prepare your next step.
Negotiations we advise on
We prepare negotiations and renegotiations of the whole agreement: price, scope of work, timing, payments, responsibilities and mutual commitments. Depending on the matter, this may also include warranties, exclusivity and rights to use the work produced. You assess the package against your objectives and available alternatives.
When to get in touch
- A client expects a lower price without reducing the scope of work.
- A supplier is raising prices or changing payment terms.
- You are agreeing responsibilities, deadlines and commitments with a business partner.
- You want to renegotiate an agreement or restart discussions that have stalled.
Psychological preparation
We discuss what may happen during the negotiation, how you might feel and how those reactions could influence your judgment, communication and willingness to concede. We prepare responses to difficult moments in the context of your objectives, boundaries and relationships.
- Anticipate pressure, silence, rejection or challenging remarks, and explore your possible reactions.
- Recognise tension, anger, rapport, excitement or the urge to agree quickly, and check what has actually changed in the terms.
- We practise asking for better terms, declining a proposal, requesting time and maintaining a reasoned boundary under pressure, with respect for the other person.
- Return to facts, priorities and alternatives before deciding on a concession or commitment.
Within the agreed scope, we use a decision protocol, a short Reset card and rehearsal of difficult moments. I explain how to use the tools so they can support your own decisions in future conversations too.
The Briar Morgan Standard
When you negotiate on your own behalf, the stakes are personal. A second perspective helps you test assumptions, assess a proposal and prepare responses to pressure. Support can be valuable even when you are already experienced. We work directly together, with clear scope, timing and contact arrangements. I explain recommendations, share tools and help you draw lessons for future conversations. We prepare the decision together; you make it.
Recommendations and their rationale
Within the agreed scope, you receive a recommendation with its reasoning, assumptions and a review of risks and alternatives. You can explain the rationale to other decision-makers. We identify what new information would justify changing the strategy. After the conversation, we return to the facts, test assumptions and discuss lessons for the next stage.
VALUE: Briar Morgan’s framework
VALUE is my framework for working with value and preparing negotiations. Its application is tailored to each client’s objectives and situation.
V / Vision
Clarity about direction and purpose.
A / Authority
Credibility grounded in competence.
L / Leverage
Resources and opportunities to increase value.
U / Understanding
Understanding interests and perspectives.
E / Exchange
The value and terms of an agreement.
Briar Morgan
I am an entrepreneur and negotiation strategist. I help business owners prepare critical conversations with clients, suppliers and partners: clarify value, boundaries and the terms of an agreement. My approach draws on approximately 20 years of working with people, running a business and handling everyday commercial discussions. I combine strategy, precision and psychological preparation. I help clients recognise needs and pressure, and maintain reasoned boundaries. I bring a second perspective and share knowledge to support their own decisions. I prioritise confidentiality, reliable information and fair terms. I write books on negotiation, communication and decision psychology.
Professional development
My professional development includes completed negotiation training led by Michał Chmielecki and Krzysztof Sarnecki. I continue to develop my approach through business practice, further learning and analysis of negotiation situations.
How the advisory process works
Before we begin, you receive a proposal setting out scope, deliverables, timing, availability and the professional fee. The stages below are tailored to the matter, from a single consultation to preparation and support through agreed rounds.
Brief and fit assessment
You share a short description, the negotiation stage and the meeting date. I assess capacity, fit with my consulting practice and the information needed for preparation.
Deliverable: confirmation of whether and how I can help.
Clear working arrangements
We agree on advisory outputs, scope, confidentiality, timing, contact arrangements and fee. The proposal explains what you receive and how it supports your objectives. Detailed documents are shared through the agreed channel.
Deliverable: a written proposal and agreed terms for starting.
Assessment and strategy
We ask about your objectives, needs and concerns. We examine interests and assumptions about the other party, establish alternatives and boundaries, and prepare a recommendation with its rationale and risks.
Deliverable: a negotiation plan and scenarios within the agreed scope.
Conversation preparation
We prepare questions about price, the rationale for your offer's value and conditions for concessions. We rehearse selected difficult moments and responses to pressure and emotion.
Deliverable: prepared communication and selected supporting materials.
Review and next step
Where ongoing support is included, we review new facts and proposals after an agreed round, update the plan and discuss what to carry into future conversations.
Deliverable: a stage summary and recommendation for the next action.
Delivery dates, contact channels and availability are agreed in advance. You know what you will receive, when decisions will be reviewed and which stages are included. We also choose how to assess the effect, for example by comparing price, scope and timing with the initial proposal, objectives and available alternatives.
Selected publications
Two perspectives on negotiation: business strategy and the psychology of conversation.
Business negotiations · featured publication
Negotiating Like a CEO
Strategy for business conversations, agreeing terms and protecting relationships. A book for business owners and professionals who negotiate in their work.
Buy on Apple Books ↗English-language ebook. Purchase and download are handled by Apple Books.
English edition
Negotiation from the Inside Out
How emotions, perception and motivation shape conversations and negotiation decisions.
Buy on Amazon ↗This is an English-language edition published under the name Briar Morgan. Purchase, payment and delivery are handled by Amazon. Available formats are shown on the book page.
Frequently asked questions
What is your role?
I help you assess the situation and prepare your strategy, communication and responses to pressure. You make the decisions. Any participation in a meeting with the other party is agreed separately.
Can I book a single consultation?
Yes. You can book support to prepare a single conversation or assess a specific proposal. The scope and fee are agreed after a brief description of your situation.
How is information about the matter handled?
Before detailed materials are shared, we agree confidentiality and the transfer method. A general description is enough to begin.
Does it have to be a high-stakes negotiation?
No. What matters is the subject of the conversation and the preparation you need. Consultations concern business negotiations. Results also depend on terms and counterpart decisions.
Get in touch to prepare your conversation
You can enquire before negotiating, with a proposal you have received or while terms are being discussed. Briefly describe what you would like to review and when you need support.