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Business coach Hilary Gallo explains how years of experience have taught him that a soft approach with a strong principled core is the way to get success out of business negotiation.

Gallo says it is easy to ‘armour up’ when it comes to the challenges we face in life. It often insulates us from the truth and hides a more vulnerable core. The ‘power of soft’, he argues, can break through that armour and restore a balance. It is based on four key challenges, the 4 Ps – principles, power, people and perception.

Gallo spent 20 years handling complex negotiations for big organisations such as Clifford Chance, Accenture and Capgemini. He admits to negotiating with an iron fist in his early days but worked out that hard did not lead to success. He now works as a coach dealing with leadership and personal challenges.