The first Golden Rule is essential to success in any negotiation: Information Is Power—So Get It! It’s critical to ask questions and get as much relevant information as you can throughout the negotiation process. You need sufficient information to set aggressive,...
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,...
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...
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...
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...
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...
I’ve faced this negotiation dilemma many times over the years. I get an email with a formal request for proposal (RFP) from a government entity or large company looking for one or more negotiation training programs. The dilemma? Should I spend the time and effort to...
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...
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...
