Over on her Ask a Manager blog, Alison Green today discussed those personality traits which force you into certain behaviors, resulting in career choices that are almost imperatives. It’s an interesting thought – are there things that you MUST do to satisfy your own internal itch? But then I started thinking about how that would affect the world of negotiation and it ties back into a conversation thread that’s been started many times: are certain people more predisposed to being better negotiators? And, on the flip side, are there people who shouldn’t, under any circumstances, be the negotiator for your firm/organization/self?
Typical negotiation trainers (Karrass, for example) predicate their training materials on the belief that anyone can learn how to negotiate. Even my favorite professional negotiator, Herb Cohen promises in his book that “You, too, can negotiate anything!”. But don’t let the razzle-dazzle fool you. The honest truth is that while everyone can learn techniques to increase their negotiation skills, not everyone can be a good negotiator.
“Wait!” you yell at me – “YOU offer negotiation training, too. Aren’t you just taking people’s money like everyone else?” Woah. I’m not rendering judgment on the value of the service offered by negotiation trainers… lots of the material learned in these courses is excellent stuff. Heck, even bad negotiators can improve by learning my Five Fundamental Skills for Effective Negotiation. What I’m saying is that a prospective negotiator needs to be introspective enough to know whether they’re a good negotiator (and sometimes, it’s even case-specific).
So then, what makes someone NOT a good negotiator? Well, as I just said, it can sometimes be case-specific – I, for example, shouldn’t negotiate the purchase of my own house or car… I’m too emotionally invested in the result. But more generically, bad negotiators are:
- ignorant (choosing to be without knowledge – would rather shoot from the hip)
- overly-emotional (it’s one thing to be “disappointed” in a result… another to be “sad”)
- hot-tempered (NEVER lose your cool – in fact, keeping cool when the other side is purposefully pushing your buttons is a great skill to have)
- impatient (negotiations can take a LOT of time and you have to be willing to wait things out)
- know-it-alls (the flip-side of ignorance is just as dangerous)
What am I saying, then, if you have these tendencies? Well – either alter your personality (which proves quite hard for the bulk of the population) or find someone else to do the negotiating. Remember that bullying someone (which is what a lot of these traits manifest as during a negotiation) won’t get you what you desire and might leave you worse off than when you started.
Oh – you don’t like the implication that everyone can’t be a great negotiator? Blast me in the comments.
Yes/No. Yin/Yang. Right/Wrong. It seems as if there are a lot of ways to say that in many decisions, we have two basic potential responses (and many other shades of gray in between). Answering “Yes” almost always involves more work, more responsibility and more hassle. So why don’t we choose “No” more often?
As human beings, there is research to suggest that we want to generally appease others at a very fundamental level. This isn’t about conflict management, it’s simply about survival and the power that comes with “the return of the favor.” It’s even got a political science term that sounds awfully legal: “social contract” – that the individual give up some flexibility of behavior in favor of the larger societal good. But realize that there is a quid pro quo here, we expect something in return.
It’s important, however, to learn the power and value of saying “No.”
At your individual level, “No” might mean that you have more time to devote to your already-full plate of things you’ve said “yes” to. At the societal level, “No” means that you are recognizing participatory limitations – that you believe that you have already contributed (or are contributing) to the “group” (however you would like to define it at that particular moment). Without realizing it, you actually do a form of “hedonistic calculus” to determine the effect of saying No and formulate defenses in the event you’re challenged.
But it’s not wrong to say No – and there are a lot of benefits to saying “No” with compassion and clarity.
While you may be refusing someone something that they want, and as I reminded someone the other day, you’re no good to anyone (including yourself) if you’re not able to do what you have already committed to do. Saying “No” is a defense mechanism and allows you the ability to regulate your workload. But, it’s also a starting point (as pointed out by Jim Camp in “Start with No!”) in that only if you say “No” do you have a place to begin a conversation.
Which means that from a negotiation perspective, “No” is a wonderful way to begin when asked for any settlement. Camp believes that it’s the ONLY starting point – and he says on his website that starting with no is to “gain control of the deal.” Whether you believe that’s true (or even if you want control of the deal), he is right that without saying “No”, there isn’t a conversation or negotiation at all – saying “yes” is merely a statement of agreement.
Saying “No”, however, doesn’t have to be done in a mean spirited manner and doesn’t have to be used with force. Rather, the manner in which you say “No” can convey almost any conceivable emotion and can even foster a reciprocal compassion for your need/desire to say “No.” For example, I was asked the other day to complete some new work for an old client on a quick-turnaround basis.
I responded saying that while I wanted to complete their project, I didn’t have time to get it done on their schedule because I was going on a babymoon with my wife. In other words, I said “No.” But of course, I didn’t only say “No.” My next sentence was to give them the option for me to complete the project upon my return. When they learned that my wife and I were expecting and because they understood the desire to take a last vacation before the baby arrived, they were sympathetic to my reason for saying No – and in fact, their time schedule really wasn’t as inflexible as they first made it appear. In the end, I will get to enjoy my babymoon, I will complete their work promptly upon my return and they’ll have their needs met as well. [By the way, the ability to say No is founded upon proper use of Information Gathering skills.]
By saying “No” I was actually able to get everyone what they wanted. Try it yourself and let me know how it works in the comments!
The Licensing Handbook Blog is the companion site to the Software Licensing Handbook. Covering licensing topics on a regular basis, Jeffrey Gordon attempts to offer advice, add humor and sometimes even a bit of wit to a practice that most people find abhorrent – namely, reading a contract from start to finish. Follow me on Twitter if you want up-to-the-minute information on contracting, licensing, negotiation and the law.
Filed under: communication, confidentiality, contract management, copyright, current events, Five Fundamental Skills, information security, IP Indemnity, SaaS, trust, TWoTW
The things that happened around the web this week – maybe you already read about them, maybe you need to again.
I also realized that many of you might have no idea what you’re seeing below. Sorry. These are “tweets”, 140 maximum character messages sent via Twitter. Within the Twitterverse individual users follow others and have followers (think of it like overlapping Venn diagram circles). To read a tweet, you have to wade through a bit of jargon used to make the most of the 140 character limitation. “RT” for example, is shorthand for “Re-tweet” and the @____ is the username of some other individual on Twitter. Combined together, then, “RT @_____” means that someone else wrote a tweet that I found important and I now want to forward along to my followers. The URL’s are then also shortened by shortening services like bit.ly to make the most of the character limitation, too. Lastly, you might see “hash” identifiers “#______” which are ways to tag tweets of a particular flavor for easy searching later and “<” which means that I am commenting on what came before it.
- RT @LeighMonette @cyberlaw: Microsoft can still sell Word, at least until the appeal is decided – the stay was granted. http://is.gd/2StlM
- New blog post: The Prisoner’s Dilemma http://bit.ly/3pXV37
- It only takes 1 person who knows your purchasing system to bilk you. http://bit.ly/pBmcI Wanna’ chat about better processes? Call me.
- RT @harrymccracken: Amazon gives Kindle owners their copies of 1984 and Animal Farm back: http://wp.me/pg9un-4iW
- Remember the story about a music label paying artist’s education from early this summer? They didn’t. http://bit.ly/hhf1a
- Because I love words: http://bit.ly/rN6v0
- RT @bobambrogi: LawSites blog: New Site for Sharing Legal Documents http://bit.ly/1SXQGf < Just remember you get WHO you pay for. 🙂
- RT @wallybock: RT @ericdbrown: Blog post: The Dangers of Hidden Talent – http://bit.ly/170Yk
- RT @gtiadvisors @GaryHonig: The SBA has a new online federal procurement training site http://www.sba.gov/fedcontr…
- RT @gtiadvisors @constructionlaw: Insurance, Guarantees and Performance–Oh my! http://su.pr/1aFG69 < Glad 2 C this is more than an IP prob
- RT @blawgreview: Is there a looming trust crisis in the “social media expert” space? http://tinyurl.com/lfc9bn via @CharlesHGreen
- New blog post: Brittle Contracts http://bit.ly/2Qo5hE
- RT @Licensing_News: TSO3 enters into exclusive negotiations with 3M http://cli.gs/dNPJ7 < Wondering about benefits of this announcement.
- RT @SusanEJacobsen:“Small talk” is just that–small & insignificant. Say something meaningful. Give folks something to think about. Be real.
- Fifth of Five Fundamental Skills for Effective Negotiation (Communication): http://bit.ly/2GfAel
- RT @CloudAve: Free Sometimes Comes at a Huge Cost http://bit.ly/x2f5O < Excellent!
- RT @gtiadvisors: @negot8or (trusting SM) I would suggest the old fashion way – Trust, but Verify… the verify part is where we help.
- DOJ announces $1.9M+ in grants for criminal IP enforcement: http://bit.ly/11MMWZ
- Is breach of contract a good use of taxpayer dollars? http://bit.ly/d7kgE
- One reason I don’t like press releases for deals: http://bit.ly/12rE0o
- 4th of Five Fundamental Skills for Effective Negotiation (Perception of Power): http://bit.ly/Fi64Z
- I’m excited to announce that my wife and I are expecting in March, 2010. 🙂 http://twitpic.com/g17r0
- Seth Godin on “wanting”: http://bit.ly/1mvLJ8 < Apply this before negotiating to clarify your needs vs wants.
- RT @LeighMonette @internetcases: Interesting email privacy case that could be relevant in cloud computing context: http://is.gd/2JxpU
- Thanks to Sheryl Schelin (@theinspiredsolo) for including the LicensingHandbook Blog in this weeks’ blawg review: http://bit.ly/YULSx
- RT @gtiadvisors @BurgessCT: Alliance Against IP Theft http://ow.ly/nnke – their new website is full of useful data & easy to navigate
- RT @SuperBuyer: How are vendors like a Big Eighties band? Find out here: http://tinyurl.com/m3m9y2
- RT @jod_writer @caseywright: Girl’s science project disproves advertiser’s claims, results in multi-million $ lawsuit http://bit.ly/14iTan
- RT @jod_writer @chucknewton @BlawgTweets: Ave Maria School Of Law Prepare Student’s For Law School By Scrubbing Toilets http://bit.ly/17DcKc
- RT @gtiadvisors @gaconsultants Not first time, had case 3 yrs ago, Marriot and Radisson Customer Data Breached http://bit.ly/ZP6dv
- RT @fscavo: heheh RT @yourdon For software ppl, today’s Dilbert is hilarious! http://bit.ly/LSuwW
- RT @iasta: Poor Communication = Poor Supplier Performance, Part V http://bit.ly/2jMoQV
Filed under: Five Fundamental Skills
Martin Proulx recently attended Simon Bennett’s presentation on Game Theory and Contracting. Martin related with interest the games that Simon used to illustrate the need for better contracting process between parties, specifically three games: The Prisoner’s Dilemma, The Pirate’s Game and The Bidding Game. I wasn’t able to attend the event so I don’t know exactly how Simon used these game other than through Martin’s explanation, but I was intrigued by the supposition that some people treat contract negotiations as they would the Prisoner’s Dilemma.
To understand my intrigue, we need to start with an understanding of the Prisoner’s Dilemma game. This game starts with two players, both “accused” of committing a crime together. They are then separated with no means of communicating with each other. The only way to “win” the game is for both players to say that their accomplice is innocent. If one person fingers the other for the crime, the innocent one goes free and the guilty one stays in prison. If both parties accuse the other, both stay in prison.
As Martin explained Simon’s presentation, he states that the “game is interesting and demonstrates why contractual agreement has the potential to results in an optimal deal but leads most of the time to the worst possible scenario.” (italics are mine).
[Side note: I don’t know Simon or his background… nor do I know that Martin’s recollection of the session accurately depicts Simon’s statements. Everything that follows is merely a response to what was posted on Martin’s blog.]
While I do think that some game theory applies to contract negotiations, I don’t believe the Prisoner’s Dilemma is an accurate game to ever use to show the contracting process. If you’re closing deals and it feels this way, I’m sorry to tell you but you’re doing it wrong. Time to start from scratch. If you have been doing it this way and need to start over, here’s the scoop:
Contractual agreements should NEVER lead to the worst possible scenario. In any negotiation, you must always remember the Five Fundamental Skills for Effective Negotiation: Information Gathering, Strategic Thinking, Time Management, Perception of Power and Communication. To counter any potential Dilemma scenario, you only need two of these skills: Information Gathering and Communication (and really, you only need Communication). Simply talking with your accomplice would create a better outcome. If you add Information Gathering, you’ll discover the three possible outcomes… and then can obviously choose the best one together with even less discussion.
If, for whatever reason, you haven’t gone through the Five Fundamental Skills and are thus not ready for negotiation, don’t negotiate in the face of ill-preparedness. Delay the negotiation until you have time to prepare properly. Lastly, if you’ll never be ready, remember that you can always walk away.
Filed under: contract management, copyright, current events, EULA, Five Fundamental Skills, information security, trust, work
The things that happened around the web this week – maybe you already read about them, maybe you need to again.
I also realized that many of you might have no idea what you’re seeing below. Sorry. These are “tweets”, 140 maximum character messages sent via Twitter. Within the Twitterverse individual users follow others and have followers (think of it like overlapping Venn diagram circles). To read a tweet, you have to wade through a bit of jargon used to make the most of the 140 character limitation. “RT” for example, is shorthand for “Re-tweet” and the @____ is the username of some other individual on Twitter. Combined together, then, “RT @_____” means that someone else wrote a tweet that I found important and I now want to forward along to my followers. The URL’s are then also shortened by shortening services like bit.ly to make the most of the character limitation, too. Lastly, you might see “hash” identifiers “#______” which are ways to tag tweets of a particular flavor for easy searching later.
- RT @ferrusi: RT @procurement: 10+2 Strategies for Managing Suppliers http://bit.ly/wIbFn #sourcinginnovation
- @gtiadvisors Even better is the ToS: http://bit.ly/12Pupt <They’ll narc on you if they believe you’re attempting to commit fraud. 🙂
- Lego “rejects” Spinal Tap’s request to use minifig stopmotion video: http://bit.ly/j4AnX < I think Lego is outside the lines on this one.
- NC passed a recent law banning texting while driving. NC DOT started Tweeting traffic updates this week. Where’s Alanis now?
- New blog post: My Lego Love is Fast Fading http://bit.ly/wncA9
- Stephen Guth on whether RFI’s are Ethical: http://bit.ly/iKzP9
- RT @DreamSimplicity: RT @SIIA_Software:#SIIA Announces Appointment of New VP of Comm http://bit.ly/4oCzQJ <could explain new pirate video
- Madisonian on the Ninth Circuit’s decision on computer searches and the plain view doctrine. http://bit.ly/wFpic
- RT @nikiblack @DougCornelius @brucecarton @complianceweek: Oops. Important: Remove “Fudge This” from Financials. http://tinyurl.com/m9t9w6
- Ongoing discussion on FOSS license types: http://bit.ly/30u595 < Really good commentary from Shlomi.
- RT @LeighMonette: RT @AdamsDrafting: Blog Update: When to Provide for Indemnification http://bit.ly/gno5Q
- RT @russellbesq: RT @LawProf: “Second Degree Murder and Six Other Crimes Cheaper than Pirating Music” http://tinyurl.com/ns8y78
- RT @russellbesq: RT @PrivacyLaw: “Alaska Data Protection Law” http://tinyurl.com/kvfudu
- 3rd of Five Fundamental Skills for Effective Negotiation – Time Management: http://bit.ly/q7Z2b
- RT @glambert: Unpredictable Playlist Dooms Sound Recording Copyright Holders’ Infringement Claim – http://bit.ly/OcufG (Mintz Levin)
- RT @nikiblack: “You didn’t learn that in law school either?” Legal Antics http://bit.ly/Ps1EF (via feedly)
- New blog post: Jeff Gordon on Supply Excellence http://bit.ly/2GnCAi
- 2nd of Five Fundamental Skills for Effective Negotiation – Strategic Thinking: http://bit.ly/11Nyof
- RT @gtiadvisors @idexperts: Feds Issue New HIPAA Data Breach Rules: http://tinyurl.com/n5sx3g < Important for your contract lang on confid.
- Layaway is back… I didn’t realize for school supplies. Anyone wanna’ see if together “we” can pay some off? http://bit.ly/3fXxPK
- RT @nikiblack: Great comments from @LeighMonette: “Should lawyers be wary of cloud computing and SaaS?” http://bit.ly/WbS6m < Agreed!!
- RT @nikiblack: Very interesting discussion re: lawyers use of cloud computing in the comments to this post: http://bit.ly/iyYyV Join in!
- RT @nikiblack: “Should lawyers be wary of cloud computing and SaaS?”: http://bit.ly/WbS6m < Note my concerns in the comments.
- RT @hitchandplow: New blog entry: Google Book “Settlement” is Bad for Law, Copyright owners and Users http://bit.ly/3IFdZv
- New blog post: More on Trust http://bit.ly/1D8f9Y
- 1st of Five Fundamental Skills for Effective Negotiation – Information Gathering: http://bit.ly/15a3Hn
- . @ontechcontracts “In praise of short, simple contract clauses” : http://bit.ly/fikJn < Perfectly succinct. 🙂
- Speed limit raised b/c “radar speed checks show … already “safely traveling” at that speed: http://bit.ly/um1k5 < chicken & egg problem
- RT @stephenodonnell: New blog post: Vendor Consolidation http://bit.ly/1s38Br < Here, here!
- RT @TheAntiGuru Playing games during negotiations can be costly… http://bit.ly/6tpK #negotiation < great story, demos all 5 Fund Skills!
- RT @francois_ A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future http://bit.ly/ODRX6
- @benpobjoy If you need help with contract negotiations… some of us out here are willing to do so. 🙂
- RT @glambert: New on 3 Geeks: Are Blogging and “Thought Leadership” Compatible? – http://bit.ly/WoKFa
- RT @mental_floss: Students at Occidental College can take a course in stupidity (CTSJ180) offered by the Critical Theory/Social Justice dpt.
- Baby lawyer just risked $475K on Millionaire and lost it. I wouldn’t use him as my attorney – in his own words, he wasn’t risk adverse.
- Fatal negotiation mistakes made by copyrighters (or any other service professional): http://bit.ly/gxgJv (from zeriously.com)
- Interview w/ managing partners @ Raleigh firms: 70% don’t use ANY social networking sites. Wow.
Filed under: assignment, confidentiality, contract management, copyright, Five Fundamental Skills, negotiation, pricing, risk matrix, SaaS, transfer, TWoTW
The things that happened around the web this week – maybe you already read about them, maybe you need to again:
- RT @gtiadvisors: RT @AdvertisingLaw: Blog Post: Content Protection and Copyright http://bit.ly/1Q0CX
- New blog post: Confidentiality Exclusions versus Disclosures http://bit.ly/4qYdND
- Tech workaround could allow MS-Word sales to continue: http://bit.ly/haM2S
- If you buy/sell software, get your free copy of the Software License Risk Matrix: http://bit.ly/14AJ0E
- . @insurancecvg on Coverage Disputes over Data Breaches: http://bit.ly/zaK87
- RT @ManVsDebt: frugal misery… when people try to apply cost-cutting tactics in areas that have a high personal value: http://bit.ly/rUDJ3
- I have available time for a new client if anyone is looking for ways to save money on IT procurement-related spend. Give me a buzz for info
- You don’t get what you deserve, you get what you negotiate (@activegarage): http://bit.ly/vW2KU
- RE: @park3 Thanks Jay. I’m still not sure that the distinction you point out really changes the analysis. Even in a… http://disq.us/1szo
- Who do you think is the best negotiator? 10% say William Shatner. Seriously? http://bit.ly/tP1SA
- RE: @park3 I don’t know that there is a rule. In fact, after years of thinking about it, the only rule is that there i… http://disq.us/1sxz
- Microsoft software clampdown nets 11 firms (via ZDNetUK): http://bit.ly/fVRFs
- RT @gtiadvisors @taxgirl: http://bit.ly/rPlPd < Why I recommend negotiation experts over corporate lawyers.
- RT @skydiver: http://bit.ly/JetPass – all you can fly in one month on jet blue – $599. < Sourcing folks should watch how this plays out.
- RT @gtiadvisors @colleencunningh @CoreyVickers @BettyFeng CFOs ignoring supply chain risks http://bit.ly/qtgK8 < I knew it… crap.
- RT @drjimanderson: Classic Sales Negotiation Tactic – I’ve Got to Talk to My Boss: http://bit.ly/wYU4j < Power tactic, learn to respond
- RT @harrymccracken: Texas Judge tells Microsoft to quit selling Word: http://bit.ly/ybXzR < This doesn’t affect current owner/users of Word
- When describing calculations in contracts – SHOW AN EXAMPLE, it might save your butt later! (@ontechcontracts): http://bit.ly/NXrsr
- New blog post: Jeff Gordon Quoted on SpendMatters Today http://bit.ly/zPTbo
- Simon Cowell’s lessons in salary negotiation http://bit.ly/1Es4p
- Thanks to Jason Busch (@spendmatters) for an opportunity to talk about M&A wrt licensing deals: http://bit.ly/ANzzA
- RT @fscavo RT @rwang0 Hearing about how hard it is to leave some #saaS vendors. Automatic renewal may not be the way to go! < Same here
- Follow the Five Fundamental Skills for Effective Negotiation and this won’t ever be an issue: http://bit.ly/oKM7J
- RT @ontechcontracts 3-step way to ID contract contingencies: http://bit.ly/N7Ldu < I was just talking about this. Good article!
- RT @fscavo: Stupid contract clauses that hinder business partner relationships http://is.gd/2aOYc Good post by @Figliuolo
- RT @WieseLawFirm: Thoughts on developing leverage and why it’s important in negotiations: http://is.gd/2aE28 < I call it Power in the FFSfEN
- Privacy policies just got interesting in ME (and applicable to everyone doing anything online): http://bit.ly/FFtYn (HT to Deena Burgess)
Filed under: communication, contract management, contract terms, current events, employment, EULA, Five Fundamental Skills, risk matrix, TWoTW
- RT @vpynchon: RT @priorsmart: “Self-plagiarizing law prof snagged” http://u.nu/3xxk [from ipbiz] < I don’t think this is too bad. #
- RT @SAManage 5 Tips for Eliminating Hidden Software Costs http://tinyurl.com/l2apqz #
- . @ontechcontracts – How long for disclosure in NDAs? http://bit.ly/l2Dzz #
- RT @SAManage: IT Inventory Management http://tinyurl.com/kmbt3p #
- RIAA Says DRM is dead (via TorrentFreak) http://bit.ly/XBiYg <somehow, I think zombies will still be involved #
- Are you kidding me – $1.1M for 2lbs of frozen sliced ham? Geez. http://bit.ly/RiU5X #
- RT @WieseLawFirm: Locavore Movement Has Hatched a Surprising New Legal Problem: http://is.gd/1FsOO < I just like saying “urban chicken” #
- RT I’m offering my Software License Risk Matrix for free: http://bit.ly/14AJ0E #
- RT @DreamSimplicity: 5 Free Business Web-Based Software Solutions http://tinyurl.com/krhjzk #
- RT @askamanager: mostly bad behavior that isn’t illegal http://bit.ly/FtjNL <great article! #
- RT @PeterKretzman: A good intro paper on #cloudcomputing: @mariaspinola’s “Essential Guide”: http://bit.ly/RbXcy. #
- RT @SAManage: RT @kevino80 Even small firms are getting hit with license compliance fines. http://tinyurl.com/lu673m #
- RT @rwang0: Tuesday’s Tip – 3 approaches to return shelfware #SLP #ContractStrategy #Enterprise Apps #ERP #Maintenance http://bit.ly/3rWpEP #
- RT @JasonAnderman: (@SE_blog) Stop fraud now – use the contract to reduce the risk of being duped http://bit.ly/abGLR #
- RT @fscavo: Some interesting analysis in the comments, on economics of SaaS “maintenance” costs RT @AbridgedMind http://bit.ly/2Ej9xn #
- I’m looking for individuals willing to read/comment on an advance copy of a negotiation skills book. Interested? firstname.lastname@example.org #
- 6 Reasons to Negotiate (Bacharach Blog) http://bit.ly/1jn0tV #
- RT @hitchandplow: New blog entry: Nicolas Sarkozy resumes fight against illegal downloads http://bit.ly/NKisT #
- Cash-for-Clunkers Value May Hinge on Buyers’ Skills: http://bit.ly/14UDjq #
- Kuroshio Sea – 2d largest aquarium tank in the world – (via @kottkedotorg) – load it up in HD and go full screen: http://bit.ly/HIrjm #
- Collaborative negotiation strategies: http://bit.ly/3Geix #
- RT @doctorow: My response to BBC sig: http://smallprint.netzoo.net/reag/ < The Anti-EULA. Love it. #
- I need one more reviewer for my new book on negotiation. It’s a relatively quick read – besides, you might learn something. #
- RT @drjimanderson: Real Deals Use Real Money and Sales Negotiators Never Forget It: http://bit.ly/zpUoV #
- Article on negotiation that supports the first 2 of the 5 Fundamental Skills for Effective Negotiation: http://bit.ly/e7IzG #
- Bezos admitted fault. I would love to see someone sue now. http://bit.ly/U6Erl #
- RT @spendmatters: lessons learned from dating — how to flirt with suppliers http://bit.ly/2EXSL0 #
- Good article on ALI S/W Principles, but ultimately a non-issue if you disclaim its applicability. http://bit.ly/476sz #
- RE: @park3 I’m not sure about the quality of the documents from FirstDocs, but generally speaking, I’m a little worried… http://disq.us/1b0c #
- Ent InfoMgmt issues to consider in the converg of eDisc and eCompliance (LawTech Guru): http://bit.ly/rQAwn #
- Microsoft finally giving people a choice on browsers in the EU: http://bit.ly/oMRNl #Microsoft #
- RT @stephenodonnell: Is software licensing for virtualization fair? http://bit.ly/13J5FH #
- Nancy Hudgins on Starting a Successful Negotiation: http://bit.ly/UmoDm #