Mastering Negotiation Skills - The Chicken Win

A practical conversation with Tobias Threlfall-Holmes on building relationships quickly and negotiating effectively when time and leverage are limited.

What We Explored in This Episode

In this episode of The Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Tobias Threlfall-Holmes, a past Durham University student and historic member of the Durham University Negotiation Society.

The conversation centres on how negotiation skills are often tested in everyday situations, particularly when time is short and formal leverage is limited.

Negotiating When Time Is Tight

Tobias shares a memorable story from a negotiation at a local restaurant involving a simple but revealing objective: securing free chicken wings with a drink 😊

While light-hearted on the surface, the situation provides a strong example of how negotiators adapt quickly, read the room, and make decisions under time pressure. The episode uses this scenario to explore how informal negotiations still rely on core skills rather than tactics alone.

Relationship-Building as a Strategic Advantage

A central theme of the discussion is the importance of building relationships quickly. Tobias explains how establishing rapport early—even in short interactions—can change the tone of a negotiation and create openness.

The episode highlights several key skills at play:

• Demonstrating empathy
• Active listening
• Understanding the other party’s perspective
• Creative problem-solving

These behaviours often matter more than positional arguments when negotiating in everyday contexts.

From Insight to Practice

Philip and Tobias reflect on how negotiation skills are transferable across settings, from formal competitions to spontaneous real-world conversations.

To practise these skills, focus on low-stakes, everyday negotiations where time is limited. Observe how quickly rapport can be built, how listening influences responses, and how creative solutions emerge when both sides feel understood.

Used consistently, these moments help build confidence and adaptability.

Turning the Lesson into Practice

This episode reinforces that negotiation skill develops through practice, not theory alone.

If you want to explore relationship-building under time pressure, recreate similar scenarios in practice sessions—short, informal negotiations with limited preparation. These environments help negotiators sharpen judgement and responsiveness.

The episode serves as a reminder that effective negotiation does not always happen in boardrooms. Sometimes it happens over a drink—and a plate of chicken wings.