Negotiating Nice Pays Off

Negotiating Nice Pays Off

Negotiating Nice Pays Off I was exhausted. I had been forced to take the redeye flight from Seattle to Houston in order to make a 10 a.m. meeting and arrived at the hotel at 6:30 a.m. with only a few hours intermittent sleep. I also had been forced to keep my hotel...

Advance Your Negotiations With the ‘Big Shmooze’

You walk into a car dealership to buy a new vehicle. A salesman approaches, introduces himself as “John,” and asks how he can help. You say, “I’m looking for a new SUV. My old one is rusting out. It grew up in Minnesota, just like me.” “Really,” John says. “Where in...

Empathy a Critical Skill to Use in Negotiations

Ambassador Dennis Ross, Chief Middle East peace negotiator during the George H.W. Bush and Bill Clinton presidencies, has an “empathy rule” in his negotiations. “To gain the hardest concessions,” he writes in Statecraft, “prove you...

Parenting, negotiating playbooks are similar

I have an eight and a three year old and, like all kids their ages, they can be challenging. So I recently read the classic parenting book “How to Talk So Kids Will Listen & Listen So Kids Will Talk,” by Adele Faber and Elaine Mazlish. Interestingly, much of its...