Category Archives: Our Negotiating Series

An Icon’s Masterclass…

In the way distant past, I wrote a story about how, in trying to realize our dreams, we  should really take nothing for granted. To make my point, I wrote about how almost everyone who has ever read the story of  David and Goliath has taken it for granted that David, the small shepherder with only a modest slingshot and a few smooth small stones, was the underdog in his epic encounter with the giant, Goliath, with his suit of armor, shield and sharp, shiny, deadly weapons of war.

I wrote about how only David seems to have understood why he never regarded himself as the underdog in that encounter. And, for the reasons I described in that story, we now know he was right. Amusingly, we now know that the only underdog in that encounter was actually Goliath…

As this hopefully percolates furiously in your minds, I’ve another David and Goliath story for you. Like in the biblical tale, you might be tempted to treat the David in my latest story as the underdog in the encounter with his Goliath. But, if you are so tempted, you’d also be quite wrong…

mandela-enemies-quote

Continue reading An Icon’s Masterclass…

“Hey, You Talking To ME?” — A Negotiating Test And An Ethics Lesson…

A prologue to this story…

The story I’m telling here is a sequel to a story I told a few weeks ago. I called that story: “Hey, I’m talking to YOU!”… It was about a difficult ethical choice a client had to make.

What has always intrigued me about that story was how the client used the choice he made. He used it to make an unspoken statement about ethics—a statement about what he expected of them.  

The gift of that story was about choices. It was also about unspoken statements…

Now, the same factual backdrop offers me the opportunity to tell another story that will offer others gifts—gifts that I’ve found invaluable to this very day…

choices have consequences

Continue reading “Hey, You Talking To ME?” — A Negotiating Test And An Ethics Lesson…