Information is Power – So Get It!
A New York Times article about a proposed buyout of J. Crew mentioned that several potential suitors “have been studying J. Crew’s books.” Obviously, when deciding to potentially spend $3 billion, completing your due diligence is of utmost importance. Unfortunately,...
The Power of Testing Perceptions
If you believe I have a better Plan B than doing a deal with you and can easily walk away from the table, then you will act accordingly. You will also be more likely to respond with a very aggressive counter if you believe my initial move was outrageous. And if you...
Knowledge is Power
I recently read mega movie star and former California Governor and Mr. Universe Arnold Schwarzenegger’s book “Be Useful: Seven Tools for Life.” Interestingly, I found a lot of negotiation nuggets in it, all of which were couched as life lessons. Of course, negotiation...
4 Powerful Strategies in Negotiating with the Elderly
My Dad is 91 years old and my Mom is 84. Both are in generally good health, and the years have been pretty kind to them. But their mental and physical conditions have inevitably changed. One significant change – especially as we become more elderly and/or infirm...Top Ten Information-Gathering Tactics
Effectively and efficiently gathering strategic information is a critical but often underutilized part of the negotiation preparation process. Here are my Top Ten Information-Gathering Tactics: 1. Leave your ego at the door 2. Be sincere 3. Establish trust 4. List...
Nancy Pelosi’s Negotiation Pearls of Wisdom (Part Two)
Former House Speaker Nancy Pelosi recently engaged in one of the most consequential negotiations in U.S. history, as NBC News reported her as the one “fanning the flames” who “played a critical role in delicately nudging” President Joe Biden to withdraw his candidacy...
Negotiation Strategies with Plumbers and other Contractors (Part Two)
My Dad knew a ton of things. But how to fix stuff around the house was not in his “toolkit.” 😊As a result, I knew very little about home repair issues when I bought my first house. But over the years I’ve asked questions, listened carefully, and I now recognize many...