|By Harvey Mackay
I got a phone call from a Fortune 500 CEO last week whom I had never met. After decades of begging the government to relax their regulatory grip and let his industry experience the joys of competition, his wish had been granted — and his bottom line had plummeted.
He wanted me to talk to his top executives for two hours and zero in on negotiating strategies.
A bit overwhelmed, I said, “I’m very flattered but frankly, I don’t know if I can talk for two hours on negotiating.”
Then I realized I was actually negotiating with myself. As my brain finally reconnected, I cut myself off. “Well, let me sleep on it and I’ll get back to you.”
Later that evening, I began to write down some of my negotiating experiences and saw that my problem was going to be holding the speech down to two hours.
I’d already brushed up against the first and second laws of negotiating that morning in my conversation with the CEO.
Here are some more rules of the road:
Copyright © 2016 Harvey Mackay