If you’re looking to sustain a competitive advantage, make a habit out of reading. Devoting yourself to just one chapter a night will keep negotiating tactics top of mind and turn you into a natural.Read More >
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.Read More >
Last month I wrote about how law enforcement should dispatch negotiations teams to active violence/shooter events noting that many believe there is no role for us to play. I have been latently criticized for such thinking. In the article, I posed the question, what are we to do when the event transitions from dynamic to static? On June 12, 2016, in Orlando, Florida, we learned.Read More >
The most dangerous negotiation is the one you don’t know you’re in.
Last June, Taylor Swift wrote one of the most elegant confrontations in the history of individuals confronting multinational corporations. Ever. I was so blown away I had to write about it back then.
Since then, what did her deference, elegance, and empathy achieve in confronting Apple about their unfairness?Read More >
James Donovan, played by Tom Hanks in Steven Spielberg’s “Bridge of Spies” goes to Berlin, Germany in 1961 to negotiate an exchange of “spies” between the US and the USSR. He was more successful than anything I ever did as the FBI lead international kidnapping negotiator. He was sent to bring home one American and came back with two, doubling the goal. Never once did he consider the concept of BATNA (Best Alternative To a Negotiated Agreement). At the end of this piece, I’ll share what he did in Cuba for an encore after the failed Bay of Pigs invasion (again he far exceeded his original goal).Read More >
Last week, during a speech at Georgetown University, Secretary Hillary Clinton advocated, “…showing respect, even for one’s enemies. Trying to understand and, insofar as psychologically possible, empathize with their perspective and point of view…” As expected a significant number of pundits, professional and otherwise, pounced on her. The statement was dubbed, inane, naïve, and even a sign she had been embraced by the Muslim Brotherhood. Some suggested that she had blown her chances at a successful Presidential run in 2016.Read More >