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The Pygmalion Effect: Part Two

The Pygmalion Effect: Part Two

In Part One, I shared the story of Nancy, a former client who was letting her expectations impede what was otherwise shaping up to be a fair and beneficial acquisition deal for both sides. Nancy was holding expectations of the deal and of her counterparts that were...

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The Pygmalion Effect: Part One

The Pygmalion Effect: Part One

In any negotiation, we bring with us a certain set of expectations to the table. We expect each material point to be contentious. Traditional tactics have us prepared with all the classic manipulation tricks because we expect the same from our counterparts. We get...

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Learning How to Unlearn

Learning How to Unlearn

If the last few years have taught me anything, it’s that we’re really attached to what we know—or think we know. Adding to this is the sheer breadth of information available to us these days means that we’re all working off personalized information streams. There’s no...

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Living an Integrated Life

Living an Integrated Life

We’d all benefit from more hours in the day. This is especially true for entrepreneurs. When I was getting my firm off the ground, it was a near round-the-clock undertaking. When I wasn’t working on the business I was thinking about the business. It was an obsession,...

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Removing the Anxiety from Your M&A Deal

Removing the Anxiety from Your M&A Deal

An M&A deal is a huge project, regardless of the size of your business. Some companies shy away from the prospect of a merger or acquisition because it seems too daunting. They fear their ongoing business will grind to a halt, or that all their time and effort...

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When is the Right Time for Your M&A Deal?

When is the Right Time for Your M&A Deal?

Just because the forecast on M&A this year is promising doesn’t mean you can or should make a deal. Sometimes the market won’t align with your business cycle. If you are thinking of negotiating a sale of your business or a merger/acquisition this year, make sure...

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Mentorship: Exploring the Reverse Mentor Concept

Mentorship: Exploring the Reverse Mentor Concept

What we can learn from changing the status quo I’ve really enjoyed this series on mentorship. You might have noticed that in general, I prefer serial writing. It’s because while I love sharing my thoughts and insights, the exercise also gives me some clarity and room...

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Mentorship: How to be the Best Mentee

Mentorship: How to be the Best Mentee

You get out what you put in As discussed last week, a mentor with the right approach is necessary for constructive and productive mentorship. Yet, even more responsibility falls on the mentee. The fact is, many mentees approach mentorship for the wrong reasons. Their...

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Mentorship: Being a Great Mentor

Mentorship: Being a Great Mentor

A mentor is more than just a font of wisdom. My first and greatest mentor was my father. His wisdom is something I carry with me always. “Make yourself as indispensable as possible to your boss, but remember nobody is indispensable,” is career advice he gave me that I...

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How Law Firms Can Embrace Diversity: Part Three

How Law Firms Can Embrace Diversity: Part Three

“No problem can withstand the assault of sustained thinking.” -Voltaire In the last two posts, we discussed the problems that allow the lack of diversity in law firms to persist and why we should care. It’s clear that they are largely entrenched systemic issues. To...

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The Book

Authentic Negotiating:
Clarity, Detachment & Equilibrium
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