REAL-WORLD INSIGHTS

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Published: Feb 04 , 2019
Author: Brian Buck

Almost ⅓ of the population watched the Super Bowl. Did you see when Bill Belichick negotiated with the referee? Or when Julian Edelman negotiated with the safeties to get more yards? Or Sean McVay negotiating with Commissioner Goodell to give him the Lombardi trophy instead of Belichick? Of course not! Why? Because you can’t negotiate everything! When should you negotiate?

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Published: Jan 21 , 2019
Author: Gaëtan Pellerin

I have done a lot of personal development over the last decade and, as such, I decided I should write a book to share what I’ve learned with the world. That was over two years ago. Every year I would set a New Year’s resolution to finish the book but, as with many New Year’s resolutions, I broke it. However, I realized that I was missing something when I made the resolution that I have since fixed. It was actually a lesson I learned from being a negotiator. Now I’m making tremendous progress on the book and am scheduled to finish it this year (finally!). Before I share what I fixed, does this situation sounds familiar to you?

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Jumping the Shark

My client was sharing with me a negotiation he was involved in that was, as he put it, “jump the shark” worthy. He was very enthusiastic about it. In fact, he was hopeful that it was going to lead to more opportunities for him. He said his client thought the negotiation was “jump the shark” worthy too. As I listened to his positivity and enthusiasm, I started to realize that his definition of “jump the shark” is very different from mine. Quoting Inigo Montoya from The Princess Bride, I told him, “I don’t think that phrase means what you think it means.” A panicked expression came across his face as he realized what it meant for his negotiation, and he quickly transitioned into techniques for avoiding the sharks altogether.

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