What do these four have in common?

Alan Alda. The FBI. Seth Godin. The ACLU. What do they have in common? Alan Alda is most known for his acting, especially on the long-running TV show M*A*S*H; he’s also an author, speaker, and teacher. The FBI’s Chris Voss was their lead international kidnapping negotiator; he’s now a negotiation consultant, teacher, and speaker. Seth Godin is a marketer, speaker, …

gljudson Empathy, Negotiation

The one must-do for successful negotiation

Practice. I could end this post right there, because that’s the message. You must practice. Practice doesn’t mean scripts; scripts aren’t helpful when things go sideways. And they will go sideways. As military strategist Helmuth von Moltke said, “No battle plan survives contact with the enemy,” and as pugilist Mike Tyson pointed out, “Everyone has a plan – until they get punched …

gljudson Negotiation

Are there alternatives to win-lose negotiation?

Negotiation. Someone wins. Someone else loses. One person gets what they want. The other person doesn’t. How often do we “win,” only to discover that it’s a hollow victory? What we said we wanted feels different from the “winning” outcome. How often do we “win,” only to discover that the relationship with the other person is irreparably damaged? How often do …

gljudson Conflict, Empathy, Negotiation