What to do With the Silences in Negotiations

What to do With the Silences in Negotiations

I’ve told the story of Henry before. He and I were doing a particularly contentious deal. Henry had overpromised his clients and was feeling the pressure. During one of the last phone calls we shared during our work together, Henry got triggered. In his ranting and...
What to Do to Save Your Negotiations

What to Do to Save Your Negotiations

How Authentic Negotiators bring deals back from the brink. “Negotiating in the classic diplomatic sense assumes parties more anxious to agree than to disagree.” -Dean Acheson About five years ago I was negotiating an exit deal for a couple—Bob and Linda—who had...
How to Negotiate Across Cultures

How to Negotiate Across Cultures

Cultural barriers shouldn’t cause negotiations to stall out. Karen was assigned to a team that had to negotiate a sizable deal with a Japanese company. As a young associate, she was eager to help her firm, achieve their objectives, and hopefully sustain a lasting...
What Your Tells Really Say

What Your Tells Really Say

What are your tells in a negotiation really saying? In my experience, true tells indicate that you’re letting fear, scarcity, or ego dictate your emotions and behaviors. You’re afraid of losing the deal, you’re afraid that you won’t “win” enough for your client, or...
Mirror, Mirror…

Mirror, Mirror…

“Who is the fairest in the land?” asks the Evil Queen. “My Queen, you are the fairest in the land,” replies the Magic Mirror. And so, the Evil Queen was pleased, because the mirror never lies. The mirror never lies. For many years, this was the comfort the Evil Queen...
Becoming a Great Negotiator, Step 4: Integrity

Becoming a Great Negotiator, Step 4: Integrity

Always be in integrity. That phrasing is important, because we often think of integrity as something we can possess or a manifest personality trait. That causes us to take it for granted as something that we can call upon at our convenience. But, integrity isn’t a...