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REAL-WORLD INSIGHTS

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Published: Aug 09 , 2021
Author: Brian Buck

Anyone who’s taken a high school physics course has heard of Sir Isaac Newton and his three Laws of Motion. Decades ago, when I first learned about them, I had no idea that I would one day apply them to negotiating. In particular, I use them when I need to get someone to do something differently, or I need to get a deal done faster, or when I try to keep a deal from stalling. Here’s how it works . . .

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Published: Sep 23 , 2019
Author: Brian Buck

Yup, we’ve all been there — having to deal with a bad deal. Depending on how bad, it could lead to sleepless nights, an overindulgence in Ben & Jerry’s, a lot of retail therapy . . . or all of the above. All joking aside, bad deals are hard to live with. How long you live with them is up to you, because there are ways that you can turn bad deals into good ones.

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Published: Sep 10 , 2018
Author: Brian Buck

Are you ready for a powerhouse negotiation? We’re about to see one play out between Nike, the NFL, and Colin Kaepernick. The NFL is currently arbitrating a collusion grievance from Colin Kaepernick in which he claims NFL owners have colluded not to hire him. Nike just made Kaepernick the centerpiece of their 30-anniversary ad campaign, “Just Do It” celebrating his social activism and its Kaepernick’s social activism that has contributed to a PR nightmare for the NFL. All on the heels of the NFL and Nike signing an 8-year sponsorship extension through 2028. Did Nike, “Just do it”? What do you do if your partner becomes your antagonist?

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Be Angry. Then Do This . . .

I can’t wait for the New Year to tell you all about a personal negotiation I was just in that sent my blood boiling! The deal isn’t completely done yet, so I don’t want to jinx it. (In case you’re wondering, no, I’m not superstitious — that would be bad luck.) However, in this deal, something happened that triggered an immediate and angry response. I bring it up because even as a highly trained and experienced negotiator, my emotion was getting the better of me. That is, until I did the following . . .

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