I recently spent some time with a giant in the negotiation and persuasion field, social psychologist and bestselling author of Influence: Science and Practice, Professor Robert Cialdini. Several of his timeless and research-based proven principles underlie crucial...
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...
I distinctly remember our negotiation team getting on my client’s Gulfstream jet and heading to New York City for a 2-hour initial lunch meeting with the private equity group interested in bidding for his Arizona-based tech company. It was a great trip – but also...
I sat down with our general contractor and went through our house remodel agreement term by term to ensure he understood everything. It was a balanced agreement given our relationship. He had completed several smaller projects for us previously but those were...
I apologize to anyone who doesn’t like Mel Brooks (is this even possible?) – but I found his negotiation stories irresistible. And we can all learn invaluable lessons from them. So here are 3 more in Part 3, the final chapter (I promise). For those who missed Part 1...
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...
“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...
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...
He swore at me in front of my client. I was really surprised. I was a young lawyer at the time, and he was the opposing counsel and managing partner of a prominent law firm. I had requested documents that his associate had promised, and that my client had flown in to...
