Knowing Your Opponent Critical in Solving Disputes

In 1979, U.S. Sen. Joe Biden of Delaware was heading to Moscow when the Senate leadership asked him to meet with Soviet Foreign Minister Andrei Gromyko and negotiate an amendment to the SALT II arms-control treaty. Biden was told the Senate would not ratify the treaty...

Dealing With the Irrational, Real or Posed, Is Tough

A successful businesswoman once asked me to negotiate for her in buying out her partner’s interest in a piece of property. The negotiation, as sometimes occurs in partnership disputes gone bad, was ugly. Unfortunately, their relationship was poor. In fact, at one...

Personal Styles Can Make or Break a Negotiation

You know the type: super-competitive, hard-nosed risk-takers always out to “win.” You also know the opposite type: conflict avoiders. They dislike any conflict, especially the interpersonal kind. And they value peace and quiet above most everything. How we naturally...

Watch Out for Egos When Negotiating

Remember the classic television show “Columbo?” In it, Detective Frank Columbo was a bumbling detective who investigated high-profile murders. Huge egos surrounded him. Often, wealthy businessmen or politicians would be under suspicion, and eager prosecutors would...

Effective Negotiators Exhibit Patience

“He just wanted me to get the deal done. “It’s time to stop the back and forth,” he said. “Just sign the deal.” “Patience,” I told him. “We’ve got strong leverage here, a very good alternative, and I believe we can save a significant sum of money with one more move...