Persistence is key in getting where we want to be in life and negotiations. In anything we strive for, we have to persist. In a recent episode of Negotiations Ninja podcast, I had the privilege of speaking with Molly Bloom. You might know Molly from the Academy Award-nominated movie that depicted her life, Molly’s Game. Molly lived her life striving to be the best at something, from the Olympics to high-stakes poker – both landing…
The Development of Patience
Movies represent hostage negotiations as high stakes, dangerous, and high tension. Business negotiations can have the same attributes, depending on the deal. Both carry a lot of risks and a lot of stress. My past guest on Negotiations Ninja, Jack Cambria, was a member of the NYPD for 34 years, the last 14 of those years as a hostage negotiator. Wondering if police negotiations are as the movies would have us believe, Jack and I…
Critical Thinking and Decision Making in Negotiation
Effective decision-making is not always easy. We’ve all made decisions we regret, but, when we understand what drives our decision-making framework, we can confidently move forward and make progress. Annie Duke, a World Series of Poker champion turned business consultant, believes it’s essential to get rid of our constant need for certainty and instead, replace it with a habit of accurately assessing what we know and what we don’t know. Ultimately, by doing this, we…
Know When to Hold ‘Em
“You’ve got to know when to hold ’em Know when to fold ’em Know when to walk away And know when to run” The chorus to Kenny Rogers’ song, “The Gambler” always gets me thinking of negotiation and poker. Both disciplines are so intricately linked and both have so much in common. The opening line of the chorus, “You’ve got to know when to hold ’em” may be one of the most profound things anyone…
Negotiate the Process
So much can be said for preparation in negotiation, but even if you prepare, study, and have your questions ready, you can still hit a brick wall if you don’t negotiate the process, understand and set expectations, and agree to next steps. It’s quite dangerous to walk into a complex negotiation and begin shooting (even if you’ve prepared) without first discussing and agreeing to process on the things that will be negotiated, the sequence, and…