Negotiation how-to

In Mario Puzo’s The Godfather, everything went wrong when, during a key negotiation, Don Corleone’s own son “broke rank” and asked him to reconsider the offer he just declined – in front of the other side. The only thing the other side could have concluded is – the Corleone family is in two Read more…

When we have both good and bad news, or at least bad news and the “silver lining”, there is often a dilemma over which one do we say first. Do we set up the scene with the better news to cushion the blow that comes next?Or do we hammer away with Read more…

Let’s revise some basics here: what sound does a cow make? In English, everybody knows it’s moo, of course. It’s muh in German, meuh or mou in French, mu in Spanish, boe in Dutch, 음매 (eum-mae) in Korean, ụm bò in Vietnamese, हम्मा (hamma) in Marathi. The point is: there’s a list of ways people hear cows in 43 languages, and it’s all very similar. Read more…

Let’s talk about worst-case negotiation scenarios for a change. The rule is: Never attempt to negotiate while hungry. This is important, on two levels. There is literally research that shows hungry negotiators being more entitled (attaching more ego cost to outcomes) and getting worse outcomes as a result. While you are metaphorically hungry, as in you Read more…

How important is it that the first time the client is faced with the price, they hear it from you live, while you can see their face?  It’s important because you can then use your presence to see their reaction, clear up misunderstandings, and make adjustments where needed. After that meeting, you will send Read more…

There is freedom waiting for you,  On the breezes of the sky, And you ask “What if I fall?” Oh but my darling, What if you fly?” Erin Hanson Our loving parents wanted us to find friends, be accepted as a part of society, and thrive. That’s why they taught Read more…