Golden Rule One: Information Is Power – So Get It

The first Golden Rule is essential to success in any negotiation: Information Is Power—So Get It! It’s critical to ask questions and get as much relevant information as you can throughout the negotiation process. You need sufficient information to set aggressive,...

List Your Information Needs

In her recent FT.com column, Memory doesn’t matter when you have the net, Lucy Kellaway humorously recounts recent memory lapses and multi-tasking failures. She considers several solutions, one of which is to make lists. When preparing for a significant...

Information is Power – So Get It!

A New York Times article about a proposed buyout of J. Crew mentioned that several potential suitors “have been studying J. Crew’s books.”  Obviously, when deciding to potentially spend $3 billion, completing your due diligence is of utmost importance.  Unfortunately,...

Collecting Facts Can Get You Where You Need to Be

We were sitting on a Boeing 767 at Sky Harbor International Airport around 4 p.m., waiting for a United Airlines flight to leave for Chicago, when a flight attendant told us our weather-delayed 2:31 p.m. flight would experience even more delay because of a scheduling...