In last Sunday’s Dilbert cartoon, Dilbert requests permission from his boss to attend a class to update his skills. His boss asks for alternatives and Dilbert provides several comic responses including, “replace me with someone younger who earns less than I do and...
In light of Bill O’Reilly’s contentious appearance on ABC’s The View, which culminated with Whoopi Goldberg and Joy Behar walking off the set, here are three negotiating tips to consider when strong emotions erupt in the negotiation context. 1. Don’t immediately...
I recently appeared on Fox Business with Neil Cavuto to discuss the souring relationship between the White House and the Republican congressional leadership and its potential impact on their future negotiations. Since this raises critical negotiation issues, I thought...
In a recent New York Times article about the just-starting labor negotiation between the NBA owners and players, David Falk, the NBA’s first superagent, said “This is not the time to fight. This is a time to sit down as partners and create a system that is...
Major League Baseball commissioner Bud Selig recently threatened to invoke his “best interests” power to compel creditors of the Texas Rangers to accept an estimated $575 million bid for the team by a group which includes Hall of Fame pitcher Nolan Ryan. Some...
In his New York Times business blog, Paul Downs tells about concluding a deal with a foreign client. This excerpt caught my eye: “I finally figured out that the only way to stop them from asking for more was to flat out refuse any more concessions, with vigor. Head...
The New York Times reported yesterday that the headquarters for the airline resulting from the proposed merger of United and Continental will be in Chicago. This decision comes close on the heals of Chicago’s successful wooing away of both United’s corporate offices...
“NHL preps for renegotiation deals” reads The Hollywood Reporter headline, referring to the NHL’s upcoming negotiations with its advertisers. The NHL “is expanding its digital media strategy and big event programming lineup to make pro hockey more appealing to...
In his Harvard Business Review blog entry, How to Size Up a Negotiation, venture capitalist Anthony Tjan states that negotiators should “quantify the value of each negotiation point and of the negotiation in its entirety.” I couldn’t agree more. My First Golden Rule...
