Online
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Degrees
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Master of Business Administration in General Management – Harvard University, 1982
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My Expert Service
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Whether you are negotiating with your spouse, your boss, your business partner, buying or selling anything of value, what you say and how you say it matters
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Experience & Qualifications
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I have over 30 years of business experience. I have lived life. The one constant is the negotiative nature of existence.
There are 3 major things that affect your negotiation:
• Time horizon: the approach to a one-time negotiation is wholly different than negotiating with someone you will continue to have a relationship with. I sold a commercial building a number of years back. This was a classic one-time negotiation, so my goal was to maximize my profit with little regard for any long-term consequences. Win-loss was the successful approach. On the other hand, I sold a business to a long-time business partner. The goal was not simply to maximize my profit, but it was also to continue to have a relationship. Win-win was the successful approach.
• Relative power: sadly, in most negotiations, one party usually has an advantage. Sometimes it’s in resources (money, position, reserves). Sometimes someone has the advantage emotionally. Identifying and categorizing each party’s relative strengths and weaknesses is integral to success in reaching your goals. Many years ago, I got fired by a major company. I was able to negotiate a package well in excess of printed company policy along with a re-instatement of a denied bonus.
• Realistic goal setting: at the outset of any negotiation, goal-setting is crucial to success. What is it that you want? Clearly articulated goals, along with ancillary wishes or desires provide the target. If you don’t ask for something, the answer is always no. Outside of the major goal (which may or may not be obvious), a laundry-list of secondary goals, later rank-ordered in importance gives you tremendous advantage in negotiations. You may not achieve one of your major goals, but may get enough of secondary ones to offset the loss. In my first marriage, my ex-wife spent everything we had in our bank account. Neither of us had the money to move out. We were trapped in the same house for months. Emotionally, this was one of the most difficult times of my life. Shaving one day, it occurred to me to mortgage back to her my half of the house. This got me out of the house, and allowed us to work out everything else in short order.
How can I help you? If you are looking at the website looking for help in negotiating, it tells me that you feel like you are at a disadvantage, or that this is a delicate negotiation whose stakes are high.
My approach is very straight-forward. I’ll help you identify your goals. We’ll amplify options and ancillary desires. We’ll script out your initial approach and list out their probable responses. I can give you a running start to a great end.
I can more of a collaborative role. We can scope out the beginning, but if you are uncertain or things move outside of the plan, I can help along the way. I am not an attorney, and I will never endorse an attorney negotiating for you. You should work out your own deal and bring an attorney in later to codify the arrangement.
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Available Modes Of Communication
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email/chat
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Contact
NegotiateAnything
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Home » Business & Finance » Consulting » Management Consulting
» NegotiateAnything
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