I’m a big sports fan. Phoenix Suns. Pro tennis and football. March Madness. Not a fanatic. But I really enjoy watching elite athletes compete. I also fully appreciate the behind-the-scenes element in sports, especially at the pro level. Other than these...
I’m In the behavior modification business. I try to change negotiation behavior from instinctive or intuitive – the way we have negotiated since we were toddlers – to strategic based on the experts’ proven research. I’ve been doing this for almost 30 years, and...
I wrote a column in 2011 entitled “In Person Talks Often Best Option” for The Arizona Republic. Given the timeliness of this subject as many CFOs and others contemplate the money saved with employees Zooming from home and staying away from airports, I thought I would...
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...
“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 number of years ago I wrote about the negotiation strategies of U.S. Senator Joe Manchin (D-WV) and former Sen. Jon Kyl (R-AZ). Given that Senators Joe Manchin and Kyrsten Sinema (D-AZ) are THE key holdouts/negotiators concerning the almost $2 trillion “Build Back...
One important aspect of negotiating is to understand your and your counterpart’s preferred negotiation styles. I have found it helpful to categorize negotiator styles into three broad categories: a) competitors, b) accommodators and c) conflict avoiders. Of...
As a follow-up to last week’s blog about preferred negotiation styles in which I identified three broad categories of styles (competitors, accommodators and conflict avoiders) and shared a list of competitor characteristics, here are my Top Ten Characteristics...
Ron told me to put up my dukes. So I did. And we went at it. It was in our basement. Ron, my older brother, was 11. I was 10. My dad, a former Golden Gloves boxer, had taught us to box so we could defend ourselves. Ron and I occasionally fought over the usual sibling...
