How to Creating Tension Without Breaking Trust in Negotiation

I’m joined by none other than Phil Ideson, the founder of The Art of Procurement. Together, we explore one of the most under appreciated yet powerful elements of any negotiation – Creating Tension.   Tension is Soft Power Phil brings his wealth of procurement experience to the conversation as we dissect how and why creating tension can reframe complacent relationships, especially when dealing with long-term suppliers or monopolistic environments. More than just a theory, this episode is about how you can practise this skill, using a new Negotiation Card focused on ‘Creating Tension’. You’ll learn: When and why tension is vital in procurement negotiations How to use careful, purposeful language to spark movement without damaging relationships Why tension must be backed by credibility and preparation—not just clever phrasing And how to bring this tactic to life in your own practice sessions through the Negotiation Club’s methodology This episode isn’t about confrontation—it’s about strategic positioning, soft power and ultimately, creating room for value. So grab your headphones, your negotiation cards, and get ready to practise a tactic that can genuinely shift your next negotiation.