How to Negotiate Better in 2021 — Lessons from 2020
As we put 2020 in our rearview mirror, here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2021. You won’t get better results unless you implement them. Each guiding principle also has a link to my column with more...
Evaluating What’s Really Important in Negotiations
My 15-year-old son recently said “everyone just wants more money” in salary. I disagreed. In fact, I told him, millions of people accept jobs that pay less in order to get more in non-financial benefits, like job satisfaction, time off, flex time, job security,...
Top 5 Tips for Negotiating with Family During Quarantine
My wife says I’m driving her crazy. I’ve been cooped up working from home and off the road since mid-March, a common predicament during this pandemic. I typically travel around 10 days a month doing in person keynotes and training programs. Not now. It’s all online. ...
Nice Guys Don’t Finish Last in Negotiations
Do “Nice Guys” actually have an advantage in negotiations? It’s commonly thought that cut-throat, dog-eat-dog negotiators win, but what’s the truth? I was nervous when I started Harvard Law School in 1989. I had heard what they told incoming...
Trump Gets an “F” as a Presidential Negotiator
“President Trump was elected because he is an outstanding negotiator,” said White House spokesman Brian Morgenstern recently regarding the recent stimulus negotiations. He may have been elected in part due to this perception, but he is perhaps the worst presidential...
Power Strategies to Counter Racial Discrimination in Negotiations
The murder of George Floyd in my hometown of Minneapolis – which I always considered a bastion of tolerance – “Minnesota nice,” right? – recently led to an interesting discussion I had about racial discrimination with a female lawyer friend who grew...
Zoom Negotiations: The Do’s/Don’ts – Part 2
You have a Zoom video negotiation scheduled with a potential new customer. You bid the job a month ago, and you’re a finalist. You wanted to fly to New York to meet in person, but you would have been quarantined as the virus recently spiked in your state. Zoom video...
Zoom Negotiations Benefits & Pitfalls – Part 1
“I want to know HOW we negotiate differently on Zoom and what specialized strategies and tactics I should use in this new environment,” this training attendee asked via chat in a recent webinar on a related subject. We’ve been negotiating forever in person and for...
Email Negotiations Do’s and Don’ts
I couldn’t believe it. Years ago, I was practicing law at a large firm and I used to regularly get research assignments – by email – from the partner whose office was right next to mine. He couldn’t even deign to walk a few feet to give me the assignment...
Negotiating Online in 2020: 5 Strategies to Get Results
In today’s environment, discussing business over a meal is no longer an option. Many might find themselves invited to a Zoom or video meeting for the first time. When in-person negotiations are not an option, taking the time to plan your communication strategy can help you get the best results.
