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Do the Right Thing (Part 2)

Do the Right Thing (Part 2)

“Usury” is defined by Merriam-Webster as “the lending of money at exorbitant interest rates” and can also be used “in a moral sense,” according to Wikipedia, as “condemning taking advantage of others’ misfortunes.” We as a society have even passed laws prohibiting...
Will AI Replace Human Negotiators?

Will AI Replace Human Negotiators?

Years ago, I negotiated a business partnership involving my then negotiation planning and management software company, which helped individuals negotiate strategically based on the experts’ research. While that partnership did not succeed to the level we had...
The Sports and Negotiation Relationship

The Sports and Negotiation Relationship

I’m a big sports fan. Phoenix Suns. Pro tennis and football. March Madness. Not a fanatic. But I really enjoy watching elite athletes compete. I also fully appreciate the behind-the-scenes element in sports, especially at the pro level. Other than these...
How to Make Strategic Negotiating a Habit

How to Make Strategic Negotiating a Habit

I’m In the behavior modification business. I try to change negotiation behavior from instinctive or intuitive – the way we have negotiated since we were toddlers – to strategic based on the experts’ proven research. I’ve been doing this for almost 30 years, and...
Lessons Learned

Lessons Learned

Here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2023. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail. Negotiating with the elderly requires specialized...
3 Lessons from the Brittney Griner Negotiations

3 Lessons from the Brittney Griner Negotiations

  I recently watched the movie “Bridge of Spies” in which Tom Hanks, playing an American lawyer, negotiated the release of a U.S. spy pilot shot down over the Soviet Union in 1960 and a U.S. student unlawfully detained in East Germany in exchange for a convicted...