How to resolve a difficult negotiation or harmful conflict

In my last post, I described two of our social tendencies that have the ability to create and escalate harmful conflict.  Below are four powerful strategies we can use when conflict escalates to the point of peril and instead change course towards a mutually beneficial outcome. Offer a reasonable concession As counter-intuitive as it may …

3 things we can learn from the 2 trillion dollar stimulus negotiation

Late last week, the U.S. government successfully negotiated a historic stimulus plan while under great pressure to help mitigate the economic hardship due to the coronavirus pandemic. A noteworthy outcome for many reasons, it was especially so when considering the dynamic and fast-moving conditions in which two highly adversarial parties had to come together and …

Tony Romo – Master Negotiator?

While former NFL quarterback Tony Romo was never able to secure his legacy with a Super Bowl trophy, he did just end up the highest paid sports analyst of all time, signing a historic long-term contract with CBS worth 17+ million dollars per year over the course of 10 years. How did this come to …

Heather Monahan on Sales, Negotiation, and Leadership

What’s one quick tip or piece of advice you would recommend for someone looking to improve at sales?  Don’t take a no from someone who cannot give you a yes. What’s one quick tip or piece of advice you would recommend for someone looking to improve at negotiation? The person with the least amount of …

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 …