The Idler Guide to Negotiation with Hilary Gallo

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Learn the art of gentle negotiation with Hilary Gallo, a former corporate lawyer and author of The Power of Soft, or “how to get what you want without being a ****”.

The Power of Soft is a different way to approach negotiation – in life and in business. It’s based on Hilary’s experience of solving difficult negotiations in large organisations, mediating small disputes and even working with primary school children. Negotiating without resorting to anger is an important skill for the bohemian in business. Over the course of seven video-based lessons, Hilary will teach us how to reach agreements where both parties feel satisfied.

Relationships lie at the heart of Hilary’s approach. He will introduce some technical elements but the focus is on how to build understanding and a better relationship. That means negotiation doesn’t have to be hard work – perfect for Idlers.

Course Outline


Course Outline

Lesson 1: Needs Lesson

1a: Positional Negotiation

Lesson 2: Power Lesson

2a: Power Ideas for Idlers

Lesson 3: Awareness

Lesson 4: Relationship

Lesson 4a: Listening


About the tutor

Hilary Gallo started his career at city law firm Clifford Chance. In those days he argued hard with logic. Eventually Hilary moved to be a commercial negotiator in industry and found himself negotiating bigger and bigger deals where he realised that the “tough guy” style wasn’t working and at times was even catastrophically failing. Hilary had a big re-think and over time, he worked out a very different approach which allowed him to be hard where he needed to be and soft where he could be. He went on to work for Accenture and Capgemini as a Commercial Director and as a negotiator to some of their most significant deals. Hilary eventually realised that everything we do in life is a negotiation and wrote a book “The Power of Soft” about this balanced whole life approach. Nowadays he works with leaders who use his insights to be more creative, both in business and in their wider lives. Hilary works with clients of all shapes and sizes, from big organisations like the BBC to law firms and small startup entrepreneurs. The thing that interests him the most is helping people work closer together which first involves solving the things that drive us apart.