I recently concluded a few negotiations – business and personal – and learned and confirmed some things that have universal applicability to many negotiations. I have added these to my personal list of Negotiation Lessons Learned so they are front and center for me in...
I recently led a seminar with a panel of six expert negotiators from the legal and business worlds, and I asked each to share their most effective negotiation strategies. Here are some of their “pearls of wisdom” along with my thoughts on them. Three of the experts’...
Last month I shared the most effective negotiation strategies ever used – “pearls of wisdom” – by three of the six panel members from the legal and business worlds in a seminar I recently led. Here are the remaining three. Danny Ortega, Board Chair, National...
“What do we really need in almost every agreement, from a negotiation perspective?” This critical question points to the core of many negotiations. After all, if you can’t achieve your “must haves” in a negotiation – you’re usually better off walking away and not...
At stake was $150 million. AT&T was pitching its new telecommunications system. Boeing wanted to purchase it. Early in the negotiation AT&T described its reliable service, its prompt response rate and the speed with which it would fix possible problems. Boeing...
Have you ever seen someone completely lose control in a negotiation? Perhaps you inadvertently pushed one of their emotional buttons, and they let loose with a stream of invectives. Or perhaps they just suddenly started crying. Of course, perhaps it was you who lost...
A successful lawyer, she had left her practice to start a family. And she loved it, but it was a tough adjustment. While practicing law, she had staff who reported to her and she made decisions affecting thousands of people. At home, she discussed most significant...
“On several occasions I got so angry at the other side’s actions that I wrote a nasty e-mail and shot it off. Fortunately, it didn’t destroy the negotiations. But I’m worried my temper will cause bigger problems next time. What should I do?” This comment, from a...
I recently hired a new executive assistant and one thing came through loud and clear in her interviews – one of our most important mutual interests was our potential compatibility and our respective attitudes toward our responsibilities. She also brought a very...
