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Lessons Learned

Lessons Learned

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...
To Negotiate or Not – That is the Question

To Negotiate or Not – That is the Question

Chairman of the Joint Chiefs Gen. Mark Milley recently sparked an uproar within the Biden Administration and strained U.S.-Ukrainian relations when he suggested that the potential stalemate in the Ukraine-Russian War provides a “window of opportunity for negotiation.”...
The Role of Luck in Negotiations

The Role of Luck in Negotiations

Almost 30 years ago, I was sitting in my office when a senior partner at the law firm stuck his head in my door and asked if I wanted to join him that day in judging a negotiation competition at Arizona State University’s (ASU’s) College of Law. A senior associate was...
A Major NFL Negotiation Mistake

A Major NFL Negotiation Mistake

NFL star quarterback Kyler Murray recently signed a $230.5 million, five-year contract extension with the Arizona Cardinals. On its face, this deal appears great for Murray – making him the second highest paid quarterback in the league behind only the Green Bay...
The Room Where Gun Control Negotiations Happened

The Room Where Gun Control Negotiations Happened

Congress passed the first significant gun control legislation last week in nearly three decades, despite many previous efforts to get something done. What happened in the negotiations that led to this, and how can we apply these lessons to our own negotiations?...
Building a Negotiation Culture

Building a Negotiation Culture

“Our folks don’t think about the sales process as a negotiation. They think the negotiation is just the back-and-forth at the end. This causes problems. How can we reset our culture so they consider the entire effort a negotiation, from their first contact with a...
A Negotiation Failure with Putin

A Negotiation Failure with Putin

Russian President Vladimir Putin in 2007 brought his Labrador to a negotiation at his Black Sea residence with German Chancellor Angela Merkel, who had a well-known deathly fear of dogs since childhood. In a photo taken at the time, Putin is seen smirking while Merkel...
Annual Lessons Learned to Implement in 2022

Annual Lessons Learned to Implement in 2022

Here’s my annual list of lessons learned from my 2021 columns and a reminder to put these strategies into practice in 2022. You won’t get better results if you don’t implement them. Each also has a link to my column with more detail. Don’t scream at negotiation...