How To Deal with Tough Negotiators in the Age of Trump ( by Seth Freeman, first published in US News 2017)
How do you negotiate with famously aggressive negotiators like Donald Trump? That is the question people around the world are asking themselves. For example, Forbes contributor Andrew Cave writes in a recent post that Britain [...]
Can You Cut Costs Better by Collaborating?
Can You Cut Costs Better by Collaborating? Is it possible you can save more by working together with vendors or clients than you can through hard bargaining? Conventional wisdom says the way to cut costs is to lean [...]
UNIFY UNIFY UNIFY- Two Ways to Get Your Team Ready
UNIFY UNIFY UNIFY 1. Help the team listen to each other. It fosters buy-in and cohesion. Case in point: a student project team won a $10,000 prize beating teams from Harvard, Stanford, and UT Texas [...]
Three ways to make the complex dealmaking process easier.
Complexity can be overwhelming. That’s why seasoned dealmakers often rely on 1. ‘Framework/detail’ negotiation.First you work out broad features of the deal, then later you (or your lawyers, aides, and subordinates) workout the specifics. For [...]
Negotiating With Godzilla- JFK’S Worst Moment and Your Best?
“How was it?” asked the New York Times columnist? “Worst thing in my life,” said President Kennedy. “He savaged me.” Kennedy had just emerged from his first and only summit with Soviet Premier Nikita Khrushchev in Vienna [...]
Advanced Negotiation Tactics—One Powerful Mnemonic to Know
When it comes to advanced negotiation tactics, consider this—Gavin Kennedy, an expert on negotiation, once wrote that “Preparation is the jewel in the crown of negotiating. Get this right, and your performance in the negotiation [...]
Why Did Thousands of People Start Virtual Trade Wars?
A post on 538.com reports 55,000 people tried to practice international trade by playing a virtual trade game and many wound up starting a host of trade wars- puzzling given game theory's prediction they should [...]
Four Different Negotiation Goals? Here’s Why
Should you always seek ambitious negotiation results? It might seem so. A promising new book by Lawrence Susskind is titled, Good for You, Great for Me:Finding the Trading Zone and Winning at Win-Win Negotiation. I look [...]