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2019_10_14 Mindless.jpg

Published: Oct 14 , 2019
Author: Brian Buck

Have you ever negotiated with someone and wondered, What are you thinking? It recently happened to me. Only I wasn’t doing the negotiating — I was running simulations, watching a group of buyers trying to negotiate. When we debriefed, the thing that struck me was that they were extremely aware of what they had done. However, in the moment, they couldn’t course-correct or get out of their own way. They said they were thinking about only one thing . . .

2019_10_07 Risk.jpg

Published: Oct 07 , 2019
Author: Brian Buck

“Should we just risk it?,” asked my daredevil of a client who was growing frustrated over the deal he was trying to close. His frustration was understandable, as the deal was approaching its twelfth month of negotiation and the two parties seemed just as far apart as they were at the outset. They were still wrestling with terms around risk — specifically in areas like indemnification clauses, cancellation notices, and right-to-cancel language. At every turn, my client’s vendor would push more risk onto him, and it was creating tension that was tough to bear. That begged the question: To risk or not to risk?

2019_09_30 Ideal State.jpg

Published: Sep 30 , 2019
Author: Brian Buck

“Ideally, I want . . .” This is one of the most common phrases I hear during a negotiation. My frequent, sarcastic response is, “Good for you!” — implying that the ideal is not attainable. Sarcasm aside, what does “ideal” actually mean? Is it even attainable? And under what conditions is it attainable? Better you know before trying to use it in your next deal.

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Mindless Negotiator

Have you ever negotiated with someone and wondered, What are you thinking? It recently happened to me. Only I wasn’t doing the negotiating — I was running simulations, watching a group of buyers trying to negotiate. When we debriefed, the thing that struck me was that they were extremely aware of what they had done. However, in the moment, they couldn’t course-correct or get out of their own way. They said they were thinking about only one thing . . .

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