My Dad recently passed away at 91. He taught me a ton about life and negotiation. Here are my five biggest negotiation takeaways from his over 60 years of negotiating as a lawyer, political and community activist, and father. 1. Set Aggressive Goals and Go For It!...
I recently met Richard McWilliam, the long-time Chairman of Upper Deck, the worldwide sports and entertainment company that revolutionized the sports trading card business. Since McWilliam constantly negotiates with sports agents and icons such as Michael Jordan and...
In 1955, Sony’s leader, Akio Morita, turned down an order for 100,000 of its $29.95 transistor radios. This deal was worth several times Sony’s working capital at the time and would have been its biggest deal ever. Morita called his turn-down the “best decision” he...
“I believe in short-term wins and long-term relationships,” a successful executive told me during a recent negotiation in which we had two paths open to us: focusing on a longer-term deal with many complex moving parts, or proceeding with a smaller deal...
Major League Baseball All Star pitcher Jered Weaver of the Los Angeles Angels last August admittedly left millions of dollars on the table when he passed up free agency and signed an $85 million five-year deal with the Angels. In announcing the deal, he said “Could...
A successful business colleague recently lost a seven figure deal due to being 1% more expensive than a competitor. That’s $20,000 on a $2 million deal. My colleague was obviously disappointed. But critically, he was searching for lessons he could learn from that...
