The Deal Whisperers

“I am very intrigued by this concept of BATNA you raised the other day,” Verdi said to Tyler Gitou. “Can you explain to me how I would use i...

Verdi was having a cup of coffee with Tyler Gitou. “You may recall we had a meeting with my client where we proposed a best and final price ...

“Last time we met I agreed to work with you on a Trust Action Plan,” Tyler Gitou said to Verdi. “Sit down and let’s talk.” Tyler took out a ...

Tyler Gitou stood at the front of the conference room pointing to a list of the client’s executives. “Does this list accurately reflect all ...

Verdi’s face was bright red as he walked into Tyler Gitou’s office. Tyler suppressed a smile and calmly said, “You look a little upset.” “Ah...

“We had our meeting with the client,” Verdi said to Tyler Gitou. “As you suggested, I provided him the two options.” “Let me make sure I und...

“We said we would deliver the components for $1 million,” Verdi said to Tyler Gitou. “They came back and said if we don’t lower our price by...

“I’m afraid that’s the end of our hour together,” Peter said to Tyler Gitou. “If you could get back to me on those points by tomorrow, I’d a...

Tyler Gitou was sitting in his office when Verdi walked in and flopped into a chair. “How are the negotiations going, Verdi?” Tyler asked. “...

Tyler Gitou was listening to Rose, a member of the other party’s deal team, respond to a proposal Tyler had just made. He asked a question t...

Imagine you and a friend are sitting in a restaurant. Someone walks up to you and hands you each $100. Pretty nice, huh? You just went out t...

A monk was trying to meditate in the temple with several students. He was distracted by the squawk of a bird in the room. He asked one of th...

Our language is full of conflicting adages: “He who hesitates is lost” as opposed to “Look before you leap”. “A penny saved is a penny earne...

Nobody likes being wrong. In fact, some people have so much trouble admitting they are wrong that they will perform acrobatic feats of ratio...

Ricky was sitting across the desk from a car salesman, and Ricky appeared troubled. He had spent the last two hours negotiating for a new mi...

Did you ever have a negotiation that couldn’t seem to find its legs? You meet with the other party several times and their requests always s...

We failed. We don’t have the money. There’s been an accident. These opening lines are not the ideal way to start a meeting. Yet sometimes, d...

The most frequent answer people provide when asked what they don’t like about negotiations is: “I don’t like confrontation.” Though understa...

Difficult negotiators often bring a lot of emotion to the table: bluster; frustration; accusations. Such behavior can make discussions ineff...

Want to improve your relationship with a business partner? Try this exercise with your negotiation team: List five adjectives to describe wh...

The fact that someone plays golf makes them a golfer; not necessarily a good golfer. Likewise, the fact that someone negotiates as part of t...

"Everybody has a plan 'til they get punched in the mouth." Mike Tyson Hard to believe a Mike Tyson quote would have relevan...

Most negotiators are familiar with the concept of “the balcony.” The idea is that during negotiation sessions someone on your team stays in ...

“What will it cost?” A seemingly simple question, but one subject to potential misinterpretation. In negotiation, communication will be the ...

One of the most fundamental errors negotiators make when trying to address a new issue or solve a problem is failing to establish with the o...

Recall the most difficult negotiation you’ve ever had. Chances are your recollection is of a conference room full of tension. The people ...