John F. Kennedy – Negotiating Towards Peace

“Let us never negotiate out of fear. But let us never fear to negotiate.” When John F. Kennedy took the podium in to deliver his inaugural address in January 1961, he did so in the context of a country on the precipice of its largest direct conflict with the Soviet Union since the beginning of …

Shane Ray Martin on Sales, Negotiation, and Leadership

What’s one quick tip or piece of advice you would recommend for someone looking to improve at sales? Teach, Don’t Sell. When we SELL, we break rapport. When we TEACH, we build rapport. With more rapport, there often is less resistance. (From: The Ultimate Sales Machine, by Chet Holmes) What’s one quick tip or piece …

Meghan Markle – Master Negotiator?

Last month, Meghan Markle, along with her husband Prince Harry, served the British royal family with the kind of surprise notice that lawyer Rachel Zane, her past character on the show Suits, would have served her opponents in the cold-blooded world of fictional New York City law firms. This stunning fait accompli prompted the need …

Bob Iger’s Two Minute Master Class on Negotiation

Recently, Disney CEO Bob Iger was interviewed on the Tim Ferris podcast, going further in depth on the lessons and wisdom shared in his best-selling 2019 business memoir “The Ride of a Lifetime”. While the interview touched on a number of interesting topics (So great to learn that Mr. Iger is a fellow Pizza connoisseur!), …

Dalio and Kissinger on playing the Infinite Game

Earlier this week, Ray Dalio, author the brilliant book Principles, posted on his social media a speech that he gave at an event for the Committee on US-China relations. He also shared another short speech from the event by Henry Kissinger, who famously opened our relations to China in the early 1970s. In addition to …

Churchill and Roosevelt Negotiate a Quid Pro Quo

It was the summer of 1940 and Winston Churchill was waiting patiently to hear back from President Roosevelt regarding his increasingly urgent requests for war time assistance. Weeks earlier, France had formally surrendered to the Nazis, and now Britain was also hanging on for dear life. Determined to avoid becoming another one of Hitler’s recent …

A Counter-intuitive Lesson From Two Top Negotiating Experts

Last week, the Schranner Negotiation Institute held their renowned N-Conference in New York City for the first time, assembling an incredibly impressive lineup of experts to speak on the topic of “Decision Making Under Pressure”. In addition to the tremendous amount of insight provided for making better decisions when negotiating in high pressure situations, one …

Before The Duel – What We Can Learn About Conflict Resolution From The Negotiation Between Hamilton and Burr

Before there was the duel, there was the negotiation. And it is hard to find a better example of what not to do when trying to save face and resolve conflict than can be seen in the letters between Alexander Hamilton and Aaron Burr.

Ghosted

Being ghosted is one of the common phenomenons that salespeople experience day in and day out. After so much perceived “rejection”, it can be easy for anyone to fall into the trap of believing their prospect is no longer interested. According to face theory, the most common way that we deal with face threats to …