Negotiating

Sealing deals with a handshake and a taco

September 24, 2014
After more than two years of testing a Doritos-flavored taco shell, Taco Bell still had not signed a contract to partner with the company that made Doritos. So as the date neared for a major launch, CEO Greg Creed invited Frito-Lay’s CEO to a meeting where they forged a handshake deal. Creed’s eagerness to forge ahead without an official contract paid off.

Dale Carnegie on winning friends

March 28, 2014

The 20th century guru of self-help, Dale Carnegie, followed his own recipe for success, becoming a crisp speaker, confronting fear and learning what people want. Here’s how he put it:

Lessons from a squeaky sofa

January 8, 2014
After Roger Schwarz bought a new sofa, he found that it squeaked when he sat on it at home. He complained to the store’s owner, who insisted that the sofa was identical to the others he sold—and they all squeaked. Schwarz and the owner decided to test three sofas at the warehouse …

Bridge the gap between foreign cultures

May 30, 2013
Executives in most developed countries speak at least some English. But you might still face cultural and linguistic obstacles. Consider the case of American business owners who travel to Tokyo to meet with Japanese executives to explore a possible joint venture.

To sway them, agree with them

May 13, 2013
When you try to persuade people, prepare for road bumps. They may not listen, behave courteously or even let you finish a sentence without interrupting. Don’t let their negativity defeat you.

Stay ‘in the zone’ when negotiating

April 24, 2013
Face it: Strong emotions can come into play when you negotiate. In 2011, the sale of a $3 million brownstone in New York’s Greenwich Village almost blew apart in a fight over a $300 washing machine. One of the buyers ripped up a seven-figure cashier’s check and stomped out to a bar. So what does this mean for you?

Persuasion starts with a succinct goal

February 11, 2013
Identify your goal before you try to persuade others. What action do you want them to take as a result of your remarks? To stay on track and keep things simple, reduce your goal to 12 words or fewer.

An earlier save for Yahoo

November 20, 2012

When Yahoo co-founder Jerry Yang hired Terry Semel in 2001 to rescue his web portal, eyebrows arched. Semel had barely used a computer. What he had done was prove himself as a dealmaker and people person. Semel even claimed his lack of technical knowledge was good because it made him a “typical user.”

Lessons in persuasion from a 19-year-old

March 2, 2012
The most persuasive person that August Turak has ever met was a 19-year-old undergraduate at Duke University named Meredith Parker. Their conversation holds the secret to persuasively getting what you want:

Attack using ‘3-D chess’

January 31, 2012

As a federal prosecutor, DeMaurice Smith never backed off. That’s precisely how Smith, more lately as head of the NFL Players Association, secured a good contract for his members in 2011. His secrets? Three P’s: