THE HUMAN SIGNAL
Every negotiation is decided three times.
Before the table. At the table. Inside the negotiator.
For people who negotiate and carry the consequence.
He called to apologise. The other side told him it was a great idea.
he-called-to-apologise Meta description: In 1992 a trademark dispute ended in a rented arena. The part that decided it was a phone call made under discomfort, and how the other side read it ...more
Deal Analysis
September 10, 2026•3 min read
WHAT THE RESEARCH SAYS
Two thirds of a negotiation happens before anyone reaches the table.
Inside the negotiator's own organisation. Research conversations with heads of sales and procurement said it first. A survey of four thousand buyers measured the same thing from the other side. Training usually starts at the table.
THE METHOD
Read the signal
The counterparty, the room, and our own system, while it is still happening.
The pause before a number.
The concession that arrives too easily.
Decide from structure
A prepared move instead of a reaction. Preparation as a process that fits into a working week, and a review after, so the next one starts further ahead.
Stay clear under pressure
Sleep, recovery and nervous system state decide how much of the first two survives a hard hour. Treated as part of the deal, on the same logic a competition treats it.
I'm Tina Gerbec.
Fifteen years leading people and stores across Europe.
Then hundreds of negotiations as a consultant.
Performance Solutions is built on what I experienced.
I use the method and the tool on my own negotiations before I ask anyone else to.
Three ways in.
Two cost nothing.
Your negotiation type.
Nine questions. Three minutes.
The result arrives by email.
A negotiation review.
One real negotiation, already closed.
On your own with the tool, or live with me.
A negotiation workshop.
Tailored to the people in the room, from first negotiations to decades of them. Different formats.
One conversation decides
whether this fits.
A scoping call, before any proposal.
Copyright 2026 - The Human Signal - All Rights Reserved.
Own your signals. Shape your impact.
If something resonates, or doesn’t, start a conversation