The telephone rang and caller ID showed a number starting with zeros. He was calling from South America and wanted to purchase the rights to something I owned. I was intrigued. The call was undoubtedly pricey, so I figured he must be serious. He was. The opening...
The vast majority of business professionals and lawyers acknowledge the value of strategic planning. “Of course strategic planning makes sense,” they admit. “We do it all the time, especially in setting our goals.” Yet many of these same...
Let’s say you’re driving to work, your cell rings, and it’s your negotiation counterpart. You answer the phone. Before you say a word, who has the advantage? Your counterpart. Why? No matter how bright you are or how good you are on your feet, you’re probably not...
“I don’t have time to plan for my negotiations.” “Too many unknown variables exist to plan for our negotiations.” “We’ll plan – but in our heads. Formal planning would be superfluous and wasteful.” “My colleagues are bright, experienced and have great instincts....
