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 BEN COOK – The disruptive effects of social media have been felt around the world, as digital technologies introduce new capabilities and dynamics that touch business, diplomacy, and politics. Yet neither scholars nor experienced practitioners have a good handle on how to use of social media most effectively and ethically as part of negotiation strategy and tactics. In effort to address this surprising gap, we recently explored a series of case studies in how social media can kill, enhance, derail or save your most important deals.
By BEN COOK – As we continue building on our groundbreaking 3D Negotiation™ approach, we at Lax Sebenius have been working to incorporate powerful new analytic tools and methodologies that mine public, open-source data from social media in order to help improve deal outcomes at every level.
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 BEN COOK – At Lax Sebenius LLC, we’ve been building on our groundbreaking 3D Negotiation™ approach to incorporate a deep understanding of social media network structures, native digital fluency and rigorous data analytics that can help improve deal outcomes at every level.
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.”