“On several occasions I got so angry at the other side’s actions that I wrote a nasty e-mail and shot it off. Fortunately, it didn’t destroy the negotiations. But I’m worried my temper will cause bigger problems next time. What should I do?” This comment, from a...
I recently hired a new executive assistant and one thing came through loud and clear in her interviews – one of our most important mutual interests was our potential compatibility and our respective attitudes toward our responsibilities. She also brought a very...
A consulting client recently accepted a very attractive offer to settle a lawsuit despite their pretty accurate analysis that the case – if they took it through trial – would almost certainly result in a much better result. This seems illogical. Yet they were quite...
“I feel so committed to my client that I have a really hard time being objective and analytical in my negotiations on their behalf,” a lawyer told me recently. “I really take things personally. What should I do?” This issue, which can also impact those negotiating for...
