REAL-WORLD INSIGHTS

Published: Apr 12 , 2021
Author: Brian Buck

Sorry, but it’s true — you’ve been lied to and, apparently, you’re not alone. In our annual Buyer/Seller Survey we asked, “How often do you feel the other party lies to influence the perception of power?” 81% of respondents replied that the other side lies more often than not. Wow! That’s a lot of people who believe they’re being lied to. Here’s the kicker: We also asked, “How often do you lie to influence the perception of power?” 85% replied rarely or never! Who’s lying here? Apparently everyone is. Suffice it to say, ethics are frequently lacking at the negotiating table. The first step to dealing with such deception is to recognize it.

Published: Apr 05 , 2021
Author: Brian Buck

This time every year, it seems that I try to find some way to relate negotiating to baseball. This year, however, I’m not focusing on baseball as much as fans of baseball. As I watched my World Champion Dodgers drop their season opener, I was enamored with the sight of fans in the stands. As I looked at the highlights of other games, I saw fans there too. The difference was the number of fans. In Colorado, where the Dodgers played, 21,363 people were allowed into the stadium. But when the Dodgers come home, they’ll be playing in front of only 11,000 people. Even though we’re talking about fans and baseball, the experience is going to vary widely this season. What does this have to do with negotiating? Read on . . .

Published: Mar 29 , 2021
Author: Brian Buck

The year that changed us forever had a devastating impact on so many people and businesses. While the depth of that devastation is almost unfathomable, even in our darkest imaginings, rays of light came shining through. Being an optimist at heart, I can’t help but think about the silver linings that appeared, which I hope have changed us for the better and for good. Those silver linings have had a profound impact not only on our personal lives, but also at the negotiating table.