Think you're prepared to negotiate? Think again. New Cool Friend Hal Movius, author of Built to Win: Creating a World-Class Negotiating Organization, warns you that you should change your approach. It's not about getting the biggest piece of the pie, it's about making sure the pie is big enough so that the other side doesn't walk away feeling robbed. Educate yourself about all the interests involved and you'll be able to not only get what your organization needs but create value for the other side and leave the relationship in a better place. Read his Cool Friends interview and find out more about what Hal Movius and coauthor Lawrence Susskind are up to at the Consensus Building Institute.
Before blogging became all the rage, Tom was posting book reviews and Observations (essentially early blog posts) to this site. You can find the archives below.
What we're talking about
on the front page.