Sports superstars are a different breed. Many have been treated like prima donnas since they first exhibited otherworldly physical skills in their chosen sport, some as early as 10 years old. As a result, they often have different interests than the rest of us. This...
Near the end of the negotiation, basketball legend Michael Jordan’s mom drops a dealbreaker on Nike executive Sonny Vaccaro when she says we are good “except for one minor provision – Michael gets a percentage of the revenue of each shoe sold.” This move, from the...
I’m a big sports fan. Phoenix Suns. Pro tennis and football. March Madness. Not a fanatic. But I really enjoy watching elite athletes compete. I also fully appreciate the behind-the-scenes element in sports, especially at the pro level. Other than these...
I’m In the behavior modification business. I try to change negotiation behavior from instinctive or intuitive – the way we have negotiated since we were toddlers – to strategic based on the experts’ proven research. I’ve been doing this for almost 30 years, and...
Here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2023. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail. Negotiating with the elderly requires specialized...
I recently watched the movie “Bridge of Spies” in which Tom Hanks, playing an American lawyer, negotiated the release of a U.S. spy pilot shot down over the Soviet Union in 1960 and a U.S. student unlawfully detained in East Germany in exchange for a convicted...
I was recently debating a public policy issue with my 15-year-old son, who has recently become enamored with a view quite different from my own. As the back-and-forth wound down without either of us substantially changing our opinions, he said he had “won” the debate....
Top Tips for Negotiating with Screamers “What should you do if your counterpart loses it and starts yelling? Does reason and rationality even matter at that point?” Almost all of us have faced this issue, which was raised by a recent virtual training program attendee....
As we put 2020 in our rearview mirror, here’s my annual list of lessons learned and a reminder to put these strategies into practice in 2021. You won’t get better results unless you implement them. Each guiding principle also has a link to my column with more...
