The True Power of “Yes”

A flat-out “yes” is a scary thing to say. “Yes” is commitment. People are constantly trying to use it to trap you. That’s why when someone asks you the set-up “yes” question, your gut tightens and you ask yourself, “Where is this going? If I say ‘yes’, then what have I let myself in for?” So let’s recognize that and use it. I was coaching a film-maker here in LA. She’s got a deal-killing attorney...

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Like Seeing A Unicorn

Sebastian had spent most of the late morning into the early afternoon, one day in July, being exposed to the Black Swan method of labels and mirrors. Having already read “Never Split the Difference,” he was anxious to see and hear the practical application of the skills. Turns out, Sebastian was a quick study. As soon as the class concluded, he was chomping at the bit to see if the skills would...

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How To Negotiate Your Way to 3 Billion Dollars Like Jimmy Iovine

Jimmy Iovine is the business partner of Dr. Dre (American rapper, record producer, and entrepreneur). Iovine cut the deal that sold Beats to Apple for 3 billion dollars. The story of how they got there is the subject of the phenomenal HBO documentary special “The Defiant Ones.” I had to watch it 3 times to begin to catch the nuances of a Iovine’s brilliant style.

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3 Guidelines For Negotiating Like a Pro

Traditionally speaking negotiation is seen as a focused comparison of ideas/results, in some circles, this can easily be construed into an argument over points.   Typically a negotiation begins with one side stating what their issues are and what they want. Next, the other side does the same thing. In the end, if a deal is made both sides feel like they could have gotten more or they stuck it to...

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