Evaluating Blue Chips vs. Bargaining Chips“Pay extra attention to the minutiae and ensure you fully understand every term and condition,” this senior partner told me when I was a...
Advantages to Taking a Break in Negotiations“I just bought us 48 hours,” star lawyer Harvey Specter told his understudy in the USA Network legal drama series Suits. He said this...
Limited Authority Responses“I would love to do the deal, but I just don’t have the authority.” I can’t count how many times I have heard this in a negotiation.
Ben Franklin’s Masterful Negotiation Lessons – Part IIFounding Father George Washington has his famous cherry tree story about his honesty (which ironically was untrue). But Founding Father...
Mistakes in NegotiationsI have always been intensely competitive – in sports, business and in negotiations. It’s a strength and weakness. I remember losing a...