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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: Apr 13 , 2018
Author: Brian Buck

“Why won’t they do what I want?” My client was exasperated with her internal stakeholders. She was struggling with getting alignment from those more senior to her. No one seemed to have time for her or cared about the things she cared about. Needless to say, she was very frustrated because she felt like she couldn’t do her job and, although she didn’t say it, I could tell she was feeling marginalized. She reached out to me and ask for some advice and here’s what I told her...

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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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