Walkouts Present Risk in Negotiation Strategies Donald Trump has walked out of so many negotiations near the end – purely as a negotiation strategy – that the “Trump walkout” has become one of his trademarks. Editor’s Note: this article was published November...
They offered him $15 million for his software company, and he said “No.” So they offered him $25 million, and he said “No” again. Finally, they asked him what it would take. “My board will not accept anything less than 3 million shares (worth about $45 million),” he...
“If we only had a little more time, I’m sure we could have reached a deal. We were so close.” I can’t tell you how many times I have heard a variation of this “we were so close” statement. Every time, the speaker sounds sincere. Almost every time, they’re wrong. Why?...
“What should I do if I don’t have nearly the same level of factual knowledge as my counterpart – and I just don’t have the time to learn it as it’s super complicated and I have a short deadline in which to respond?” Here’s what I recommend. 1. ...
“Go ahead, make my day,” said Clint Eastwood as inspector “Dirty” Harry Callahan in the movie “Sudden Impact.” This threat, backed up with a large gun and delivered to a “punk” holding a hostage, was very effective — as intended. But what about less violent...
“A principle is involved,” he said, “and that’s why we’re taking a hard line. The principle is just too important to undermine. As a result, we will not concede on that issue.” This “principle is involved” negotiation move can be one of the most frustrating to...
How many times have you heard in a negotiation “but it’s the principle involved”? Countless times, I’m sure. But is it really? Or is it just a subterfuge for “I don’t want to move and calling it a principle is a convenient and relatively painless way to avoid doing...
“Let’s just split the difference,” he suggested after we had negotiated all day over my client’s lawsuit. Our last offer? $320,000. His last? $300,000. Sounds fair, right? Almost everyone has used this closing technique when negotiations drag on. After all, splitting...
Our son turned 2 recently, and he seems to have a newfound desire to tell us “no.” He is increasingly testing his limits and boundaries, which often involves him saying “no” to us, and vice versa. How he communicates “no” and how we respond represents a critical stage...
