By JIM SEBENIUS – As we look forward to a brighter 2021, this message describes several books, podcasts, and audiobooks that I’ve especially valued over the last year. I hope you will enjoy a few of them.
By PAUL LEVY – How do we balance the tremendous potential for the use of social media in negotiation with the ethical concerns that can arise from such use?
By ISAAC SILBERBERG – Recently, we’ve been expanding on our own Paul Levy’s prescient and strategic use of social media to mobilize supporters and neutralize opponents to block a dangerous negotiation by proactively inoculate stakeholders and fend off a multimillion-dollar unionization drive.
By JIM SEBENIUS – I first heard this brief negotiation story from my friend and colleague, William Ury, though it turns out to have variants in many cultures. The lessons of this tale have been invaluable to me in advising on truly challenging business and political negotiations.
By JIM SEBENIUS – I have a puzzler: you’ve printed up 3 million brochures with copyrighted photos for which you didn’t get permission. If you don’t use the photos, you’ll lose the election; if you do, you could be out $3 million that you don’t have. Advice for negotiating with the greedy copyright holder?
By JIM SEBENIUS – Scarcely 25 years ago, Fox languished as a second-tier network. How could a mostly Australian team, with no experience in American football, persuade the NFL to abandon CBS and risk putting its crown jewels on Fox’s “small, rickety network?”
By DAVID LAX – We are often asked what “3D Negotiation” looks like in practice in our advisory work. To illustrate what this can mean while preserving confidentiality, the only aspect of this case study that we have not changed is the $100 million in savings achieved when we helped turn a tactical challenge into a strategically pivotal deal.
By JIM SEBENIUS – As Amazon’s stunning pullout from New York fades into the news archives, its potent lessons for business negotiators risk being lost. Negotiation experts have a patriarchal name for a version of their classic—and avoidable—mistake: Decide-Announce-Defend or “DAD.”