CIT Group, a US commercial lender, is negotiating with its bondholders to exchange a portion of its debt for equity. To increase its leverage, it is simultaneously preparing to apply for Chapter 11 bankruptcy protection – and default on $800 million in debt due...
Poor planning is the first mistake identified in an article about negotiation pitfalls on the Stanford Graduate School of Business website. I have long emphasized that our biggest challenge as negotiators – and managers of negotiators – is to change our...
The New York Times reported today that Iran told the International Atomic Energy Agency that it would not accept a plan to send to Russia its stock of low-enriched uranium (which it could use to build a nuclear weapon) in exchange for fuel rods only usable in its...
Former President Bill Clinton met yesterday with North Korean leader Kim Jung-il seeking the release of two imprisoned American journalists. Fortunately, he was successful and the journalists have now been reunited with their families in the United States. In light of...
The Financial Times reported this week that AIG has reopened talks with MetLife for the sale of AIG’s American Life Insurance Company (Alico) subsidiary. Reportedly, AIG hopes to raise “more than $15 billion” to help repay the $80 billion in bailout...
The Financial Times reported this week that AIG has reopened talks with MetLife for the sale of AIG’s American Life Insurance Company (Alico) subsidiary. Reportedly, AIG hopes to raise “more than $15 billion” to help repay the $80 billion in bailout...
CNN reported today that Democratic leadership in the House reached a deal with several “Blue Dog” Democrats to allow the Energy and Commerce Committee to resume its debate of the health care bill with a vote expected by the end of the week. The deal also...
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...
Data Domain, a data storage company, is currently the target of an aggressive bidding war between NetApp and EMC. Data Domain is the industry leader in its product niche and both suitors seek to use their larger resources to gain control of this growing new market....
