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....
The A.I.G. bonus payout spectacle reminds me of the importance of considering the pros and cons of going public in a negotiation. Why go public? 1. To influence the decision makers By holding public hearings, Congress is exerting pressure on the A.I.G. executives to...
This article in today’s New York Times about “the life that you could swap for the one that you were leading” caught my eye. The author summarizes the new Plan B for those impacted by the economic slowdown as sometimes being “the best you can...
Arizona Cardinals fans, still basking in the afterglow of their team’s Super Bowl appearance, are closely following the negotiation between the team and their star quarterback, Kurt Warner. In a recent article on Azcentral.com, several negotiation lessons shine...
Will President-elect Barack Obama keep his BlackBerry once he assumes office? In an interview last week, President-elect Obama stated, “I’m clinging to my BlackBerry. I don’t know that I’ll win.” At issue are potential security concerns...
In a recent CNN.com article about how couples should negotiate spending cuts in response to an unfavorable change in their economic circumstances, consumer finance expert Dayana Yochim recommends couples “approach this like partners, not adversaries. Your goal...
Many lessons can be learned from the negotiation over the potential bailout of the U.S. automakers. Here are three. 1. Do the “Standards Dance.” Parties in sophisticated negotiations often seek “independent” standards to justify the...
The Bernie Madoff scandal reminds me of the important role trust plays in negotiating. As I have written before, trust is hard to build and easy to destroy. Once lost, trust is extremely difficult to restore. Because of this, value and jealously protect your own...
