#negotiation-strategy

#negotiation-strategy

This became one of the defining moments of my career, culminating in a $4.4 billion transaction to take SolarWinds private with Turn/River Capital. These negotiations exercised my leadership principles, sharpened my judgment under pressure, and expanded my experiences. Negotiations have always been a part of life. Whether it involves your teenager's curfew, your team's priorities, or your board and the future, every negotiation comes down to the same vital tenets: credibility, balance, stamina, and persistence.

Not long ago, I wrote an article for The Negotiation Society suggesting that it may be time for businesses to appoint a Chief Negotiation Officer (CNO). At first, I thought it was a bold idea - but the reaction surprised me. It sparked lively debate, positive comments, and even a few people putting themselves forward for the role. That response made me stop and think: what would it actually look like if you stepped into a large multinational as their newly appointed Chief Negotiation Officer?

We love to tell negotiation stories that end in triumph-clever closing tactics, brilliant last-minute saves, high-stakes brinkmanship. But according to Harvard Business School's Max Bazerman, that focus is misplaced. Most negotiations aren't won (or lost) at the table. They're shaped long before the first offer is made. In this HBR Executive Masterclass, Bazerman-renowned negotiation expert and author of Negotiation: The Game Has Changed -explains how great negotiators frame the conversation, build the relationship, and shape the context that will govern everything that follows.

Sellers sometimes agree to cover closing costs to attract buyers or speed up the sale, but this concession comes at a cost. On a $400,000 home, a 3% closing cost concession could reduce your net proceeds by $12,000. Raising the sale price to offset these costs may create appraisal or financing challenges, while also lowering the buyer's financial commitment. Before agreeing, weigh alternatives such as repair credits, flexible closing dates, or using a discount brokerage to keep more of your proceeds.

The current uncertainty caused by unjustified tariffs cannot persist indefinitely, and the EU is preparing for all outcomes, including well-considered, proportionate countermeasures.

Buying a premium domain delivers a killer blow to the competition because it establishes authority for the brand. This strategy is especially useful in the current digital economy, where a company's website significantly influences its branding.