Expert Negotiation Advice for $0 to $300
“What should I do? I have a significant upcoming negotiation. Ideally, I would hire you to consult with me on it. But I just can’t afford your fee. What’s the next best, lower cost option for me?” I get this question fairly frequently. Here’s my answer, which I...
3 Tips for Negotiating With Medical Professionals
My Dad was recovering from emergency surgery to his abdominal area about 8 years ago when one of the hospital’s physicians told us that a blood clot had formed in his arm just below his shoulder. The doctor told us we had two options, neither of them good. She said he...
Negotiation Lessons from Korea’s “Nunchi”
Do you know the Korean concept of “nunchi” and how it can help transform a good negotiator to a great negotiator? I didn’t – until I read the New York Times article “The Korean Secret to Happiness and Success” by author Euny Hong. Nunchi, according to Hong, is...
Trust Matters
Republican Members of Congress Matt Gaetz (R-FL) and Tim Burchett (R-TN) were two of the eight Republican Members of Congress who ousted House Speaker Kevin McCarthy last week. One of their chief stated complaints, if not the primary one, was their inability to...
Above & Beyond: Developing Customer Loyalty
What did we do? We pulled everyone in on Saturday and worked all weekend to get the job done. Frankly, we could have charged them a ton as we had strong leverage. But we didn’t. They were a good customer. And they’ve been a great and loyal customer ever since, even...
Shaking Hands Helps in Negotiations
My wife sometimes reminds me to avoid shaking hands with people I meet if they exhibit signs of being sick, like sniffling or coughing. But this is tough for me, as it’s just an ingrained habit I’ve had for 40 years. It turns out that this habit can actually...
To Kill a Mockingbird: An Application of Negotiation Judgment
Our kids tend to be rule-followers, which is perhaps not surprising as my wife and I tend to be more rule-breakers. Not big ones, but I do have a lead foot. I was reminded of this recently when I rewatched the classic movie To Kill a Mockingbird with Gregory Peck,...