Listen Up! Six Effective Listening Techniques to Improve Your Negotiation Success

arm using laptop with notebook on desk

I’m not known for keeping my thoughts to myself.  In fact, many of you pay me to advocate and negotiate on your behalf. But while I may not be the quiet type, I believe that those who know me would still describe me as an excellent listener – and those skills have served me well in my negotiations in business and in life. I firmly believe that all the preparation in the world won’t do you any good in a

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5 Negotiation Mistakes You May Not Know You’re Making

handwritten notes in notebook with pen, toy race car, and coffee

Don’t be your own worst enemy in a negotiation. There are plenty of things to be mindful of at the negotiating table – wondering if you’re sabotaging your own efforts shouldn’t be one of them.  If you recognize yourself in any of the following negotiation behaviors, try taking a step back to reassess your approach. Mistake #1: Underestimating your own strengths If you head into a negotiation doubting your position and your ability to convey it, it will become a

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Exclusive Negotiation Periods: Friend or Foe?

alarm clock on desk with partial laptop, notebook, and pen holder

During an exclusive negotiation period (also referred to as a “lockout term” or even a “no-talk period”), parties agree not to enter into negotiations with any third parties with respect to the subject at hand.  For example, companies exploring an acquisition commonly insist upon such agreements so they can do their due diligence and decide whether to move forward with the deal without having to worry about another suitor swooping in and poaching the target.  So are exclusivity periods a

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5 Negotiation Habits to Break

several computer monitors in row with close up of computer mice

Habits are notoriously hard to break.  It’s human nature to settle into comfortable patterns of behavior and continue doing things as we’ve always done them.  Our approach to negotiation, whether in our personal and professional lives, is no different.  The hard bargainers come roaring into every negotiation trying to be bigger and brasher than everyone else, regardless of the issue or the stakes.  The avoiders routinely give away the store in their desire to get in and get out.  Most

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3 Steps to Take After an Unsuccessful Negotiation

overlay of two hands shaking over signed contract

Over lunch last month, a friend and fellow attorney was obsessing over a recent negotiation that hadn’t gone well.  I watched his meal get cold as he shared the cringe-worthy story. His client was buying out his partner’s shares in their company, and the negotiations had been smooth sailing in the weeks leading up to the closing.  The business breakup was amicable, my friend had dealt with opposing counsel on a prior matter, and the agreements had been drafted without

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Hiring Tips from the Trenches

weathered sign saying "come in we're hiring"

As business owners, executives, and HR managers, we’ve all been there: a new employee who seemed so promising just doesn’t work out.  The person may have the relevant work experience but doesn’t seem to understand how to prioritize her responsibilities.  Or perhaps the person is an all-star at the job, but isn’t getting along with other employees.   Maybe you can’t even tell if the person would be good at the job because he spends the whole day texting in his

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When It Comes to Your Employees, Stop Complaining and Start Training

sunlit classroom with rows of tables and chairs

Published in Long Island Business News Much of the griping I hear from other business owners is about how the work effort of their employees is lacking. When I hear these complaints I’ll ask, “What are you doing to train your employees?” The usual response is something like, “Well I pay them and I don’t have time to train them. They either get it or they don’t.” In this scenario, it’s the business owner who doesn’t get it. Continual training of

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Six Leadership Lessons I Learned in the Marine Corps

united states marine corps insignia and plaque

Published in Long Island Business News In a recent opinion article I challenged the Long Island business community to be leaders instead of complainers. The response was overwhelming, with many people asking for some guidance; they wanted to know if I had any rules that I could share. The best rules I know I learned as a Marine. The U.S. Marine Corps is all about mission, discipline and dedication – principles Long Island business leaders can use to grow their business.

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Note from My Grandmother: Spit Out the Pacifier

pink pacifier hanging on tree branch

Published in Long Island Business News Lately, I’ve heard business leaders complain about the economy, trouble attracting high-paying customers, a lack of skilled workers, employees not pulling their weight and taxes as reasons for business not doing well. It’s time for Long Island business leaders to realize that we – not the government or anyone else – are responsible for the future of work and life on Long Island. We must take action to protect the amazing ecosystem of resources available

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