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The Power of Pattern Bargaining

The Power of Pattern Bargaining

I remember taking a labor history course in college years ago that opened my eyes to the hostile and contentious record of union-management negotiations going back to the advent and growth of unions in the late 19th and early 20th century. Violence was not that...
Expert Negotiation Advice for $0 to $300

Expert Negotiation Advice for $0 to $300

“What should I do? I have a significant upcoming negotiation. Ideally, I would hire you to consult with me on it. But I just can’t afford your fee. What’s the next best, lower cost option for me?” I get this question fairly frequently. Here’s my answer, which I...
Negotiation Lessons from Korea’s “Nunchi”

Negotiation Lessons from Korea’s “Nunchi”

Do you know the Korean concept of “nunchi” and how it can help transform a good negotiator to a great negotiator? I didn’t – until I read the New York Times article “The Korean Secret to Happiness and Success” by author Euny Hong. Nunchi, according to Hong, is...
Trust Matters

Trust Matters

Republican Members of Congress Matt Gaetz (R-FL) and Tim Burchett (R-TN) were two of the eight Republican Members of Congress who ousted House Speaker Kevin McCarthy last week. One of their chief stated complaints, if not the primary one, was their inability to...
Above & Beyond: Developing Customer Loyalty

Above & Beyond: Developing Customer Loyalty

What did we do? We pulled everyone in on Saturday and worked all weekend to get the job done. Frankly, we could have charged them a ton as we had strong leverage. But we didn’t. They were a good customer. And they’ve been a great and loyal customer ever since, even...
Shaking Hands Helps in Negotiations

Shaking Hands Helps in Negotiations

   My wife sometimes reminds me to avoid shaking hands with people I meet if they exhibit signs of being sick, like sniffling or coughing. But this is tough for me, as it’s just an ingrained habit I’ve had for 40 years. It turns out that this habit can actually...
Bill Richardson’s Major Negotiation Lesson

Bill Richardson’s Major Negotiation Lesson

Former U.N. Ambassador, U.S. Secretary of Energy, New Mexico Governor, and Member of Congress Bill Richardson recently passed away. Interestingly enough, despite holding all these high-level government positions, he may have been most well-known for his ability as a...