The Good Negotiation Company

Negotiations can feel the same.
Effort, energy, even skill—none of it matters if your direction is off. You can push hard, argue brilliantly and still end up further away from the outcome you actually need.

Good negotiation isn’t about force. It’s about alignment.

Before the first offer is made, ask:�Are we solving the right problem?�Do we understand the other side’s true interests?�Is this conversation moving us closer—or just faster?

Distance achieved in the wrong direction isn’t progress. In negotiation, clarity of direction beats power of ex*****on every time.

Imagine being bitten by a snake and instead of treating the wound, you chase the snake asking why it bit you.

Dalam negosiasi, hal ini lebih sering terjadi daripada yang kita sadari. Kita terjebak dalam emosi, niat, dan saling menyalahkan, alih-alih fokus pada apa yang benar-benar penting: mengelola situasi dan bergerak menuju penyelesaian.

Negosiator yang baik tidak membuang energi untuk "mengapa." Mereka menilai kerusakan, menstabilkan posisi, dan berupaya mencapai hasil terbaik.

Emosi dapat mengaburkan penilaian; disiplin mengembalikannya.

Pertanyaannya bukanlah "Mengapa ini terjadi?"

Pertanyaan yang lebih baik adalah "Apa langkah paling cerdas sekarang?"

Karena pada akhirnya, hasil lebih penting daripada penjelasan.

Lunch today with , Yeo Lay Geok, Programme Developer bridging Finance, Al & Technology | Ex-Regulator, Ong Whee Teck, VP & Consult Partner, Kyndryl, Ron Goh, Strategic Advisor, KILSA Global at Dempsey Hills and Patrick Fang, Managing Director, PFANG & ASSOCIATES PTE LTD at SGCC.

When experienced minds come together, we create a space to share both personal and collective perspectives on the challenges facing Singapore today.

We are living in extraordinary times, where shifting realities continue to redefine the status quo. In moments like these, dialogue matters, but action matters more.

My hope is to contribute to solutions that truly make a difference, solutions that uplift lives and uphold the dignity of people from all walks of life.

Because meaningful change doesn’t start with systems or policies. It starts with me.

I am always grateful for the kind hospitality extended to me by my clients who knows I am there for them.

All work and no play? Cannot lah…

Had a great time celebrating Chou Hing’s birthday at Nagomi Gastro Lounge. (Jakarta).

The food, drinks and company was excellent.

Had the pleasure of sharing drinks with Kwak Sang Hyuk, Chief Representative/VP of KODECO Energy Indonesia at Nagomi Gastro Lounge together with its owner, Pak James Thio. I was deeply impressed by his nuanced understanding of Indonesia's cultural landscape.
Our conversation explored Singapore's unique cultural blend and how it continues to evolve. We both agreed that the ability to navigate and share our
"common spaces" is key to building trust, whether in business or personal relationships.
In an increasingly connected world, cultural intelligence is no longer optional, it is essential.
I look forward to hosting him in Singapore on his next visit and continuing this meaningful exchange.

🌙✨ Selamat Hari Raya Idulfitri! ✨🌙

Mohon maaf lahir dan batin.

Di hari yang penuh berkah ini, semoga hati kita dipenuhi kedamaian, rumah kita dipenuhi tawa, dan hidup kita dilimpahi keberkahan tanpa henti 💚

Semoga saling memaafkan semakin mendekatkan kita, dan semoga tali persahabatan serta kebersamaan sebagai sesama semakin erat dari tahun ke tahun.

Saya mengucapkan kepada Anda dan orang-orang tercinta kebahagiaan, kesehatan yang baik, dan perayaan yang penuh makna.

Selamat Idulfitri! 🌙✨

In negotiations, two forces often show up—wickedness and weakness.

Wickedness is when one side plays dirty: manipulation, hidden agendas or taking advantage of trust.
Weakness is the opposite—poor preparation, lack of clarity or the fear of walking away.

Both lead to bad outcomes.

Strong negotiators don’t get trapped by either. They prepare deeply, ask better questions and stay grounded in values. They don’t exploit but they also don’t get exploited.
The goal isn’t to “win” at all costs. It’s to create outcomes that are fair, sustainable and respected.

In the long run, reputation negotiates before you even enter the room.

Lunch today with Ng Tiong Gee, Chairman, Yellow Pages Singapore, Ong Whee Teck, VP & Consult Partner, Kyndryl and Ron Goh, Strategic Advisor,
KILSA Global

Between us, there was well over a century of experience at the table. The stories we shared were enlightening and humbling; reminders that every leader is shaped by moments of both success and struggle.

It also raised an important question: will the current and next generation of leaders be given the space to take risks, if required, or will they feel pressured to play it safe and conform?

True leadership is about stepping into one’s God-given potential and lifting others along the way. Life throws many variables at us and often what people need most is a helping hand or a moment of affirmation.

Thank you Ron for the generous lunch. Always grateful for the conversation and friendship.

I had the pleasure of being hosted to a wonderful lunch by Whee Teck Ong, VP & Consult Partner at Kyndryl and joined by Ron Goh of KILSA Global.

Our conversation centered on the evolving AI landscape and importantly, how senior professionals can confidently embrace and leverage the opportunities it presents. While we acknowledged that the initial onboarding to new technologies can be challenging, we agreed that disruption often leads to meaningful progress for those willing to adapt.

We also explored how we can collectively support our peers through this transition. Bringing together purpose-driven, genuinely good-hearted individuals to share ideas and collaborate is both energizing and humbling.

Grateful for the insights, perspectives and inspiring discussion.

After decades in negotiating, here’s a truth the AI and the digital economy is making impossible to ignore:

Negotiation is no longer a soft skill.
It is a core economic skill.

AI is redefining cost structures, margins, productivity and power. When outputs scale and roles blur, the critical questions are no longer technical:

What is the value?
Who owns the upside?
Who carries the risk?
What is a fair exchange?

These are negotiated realities.

Technology creates potential.
Negotiation determines distribution.

I’ve seen brilliant strategies fail and average ideas win; not because of superior technology but because of superior positioning, framing and value conversations.

In an era where AI can replicate analysis, content and even decision support:

Your leverage is your judgment, your influence, your ability to shape agreements.

Tools will evolve.
Models will change.

But the professionals who consistently outperform will be those who know how to negotiate ambiguity, alignment and advantage.

Master the technology.

But never underestimate the skill that decides who truly captures its value.

A familiar scene in negotiations. When substance is strong and value is clear, objections sometimes shift from meaningful issues to minor imperfections. Not every criticism signals a real barrier; some are simply tactics, hesitation or a search for leverage.

Effective negotiators learn to distinguish between genuine concerns and distraction. Address the issues, acknowledge what’s trivial and gently steer the conversation back to outcomes, value and shared interests.

Perfection is rarely the standard in business. Progress, trust and mutual benefit are.

Focus on the rose.