Ambassador Dennis Ross, Chief Middle East peace negotiator during the George H.W. Bush and Bill Clinton presidencies, has an “empathy rule” in his negotiations. “To gain the hardest concessions,” he writes in Statecraft, “prove you...
I have an eight and a three year old and, like all kids their ages, they can be challenging. So I recently read the classic parenting book “How to Talk So Kids Will Listen & Listen So Kids Will Talk,” by Adele Faber and Elaine Mazlish. Interestingly, much of its...
“Do you negotiate everything?” a friend recently asked me. “And even if everything is negotiable, should you? When and where should you turn it off?” These questions raise critical issues all negotiators should consider. First, let’s define what we mean by...
I have been accused by my wife on occasion of negotiating too much – and she is right. Even though I enjoy the process immensely, sometimes I spend too much time and effort trying to get the absolute best deal when I might be better off just walking away or graciously...
It was a “bet the company” deal, so we spent hours putting together a strategic negotiation plan and a detailed request for proposal to develop our software. Then we solicited bids from qualified firms. Five parties bid, and our negotiations began. Around...
I recently attended a seminar in which a technology expert suggested “the mobile platform [of smart phones and tablets] will rule” much of our future activities, and he may be right. But one thing I know for certain – this technology revolution has already...
My wife recently saved us significant money on new furnishings for our family room. In shopping around, she found surprisingly large price differences for identical products. Similarly, a training program attendee recently told me he received three very different bids...
You show up and you’re outnumbered three to one. In addition to its regional vice president, the other side includes a technical expert and an administrative assistant whose sole purpose is to take notes. What just happened? If you engage, you will be starting...
“I really don’t connect very well with my colleague. We just don’t have much in common. But we have to work together to successfully complete this project. What should I do?” Many of us have been in this situation. And it’s not ideal. But unless you’re the CEO, you...
