It seems like a no-brainer: cheating on a test or intentionally lying about a material fact in a negotiation is immoral and a fundamental violation of trust and integrity. I was thus shocked to read that out of 95 University of Pennsylvania Wharton School students...
The letters “O.K.” are the two most expensive letters in the alphabet. Why? Because this is how many respond when offered a job and don’t even bother to counter. Of course, this is often a mistake, as described in last week’s column (the first three major mistakes...
I didn’t even think about asking for more,” she told her friend who had recently negotiated a higher salary when offered a job. “I will definitely ask next time.” Fortunately for her, she’s a rising college senior and will almost certainly have the opportunity soon to...
I know Mel Brooks did not make a History of the World, Part 2 – but I found too many great stories illustrating negotiation lessons to leave his own history of negotiations at Part 1. So here are three more from his autobiography All About Me! My Remarkable Life in...
Blazing Saddles. Young Frankenstein. The Producers. History of the World, Part 1. Spaceballs. High Anxiety. Mel Brooks created some of the world’s funniest movies, including several of my all-time favorites. But I never associated him or his movies with negotiation....
“I only have about 30 minutes to strategically plan for this negotiation. And I know I should spend more time planning, but I have a ton going on right now. What should I do?” I get this question a lot. We are all busy and time-pressed. Given this, here is my...
“How can we more effectively negotiate with these aggressive lawyers on the other side? They argue over every issue. I generally know how to deal with them, but is there a specific move or tactic you would recommend?” This question, posed by a potential client this...
Does success at your job require top-notch negotiation skills? Are you in sales, purchasing/procurement, business development or customer service? Are you a lawyer, business consultant, executive, investment banker, or private equity partner? Does your job require you...
We recently solicited bids to repaint our house from three residential painters/painting companies, all of whom came recommended by friends or family. We also requested bids for an upcoming home renovation. (Yes – our house needs some work!). Despite having gone...
