The sports section of today's Times Picayune contained Leigh Steinberg's 12 rules for negotiation. They're from his book, Winning With Integrity. After reading them, I think I need to read the book:
- Align yourself with people who share your values.
- Learn all you can about the other party.
- Convince the other party that you have an option — even if you don't.
- Set your limits before the negotiation begins.
- Establish a climate of cooperation, not conflict.
- In the face of intimidation, show no fear.
- Learn to listen.
- Be comfortable with silence.
- Avoid playing split-the-difference.
- Emphasize your concessions; minimize the other party's.
- Never push a losing argument to the end.
- Develop relationships, not conquests.
..and today, Matt Leinart, projected #1 QB in the draft, and possibly #2 overall, dumped Steinberg.
His new agent happens to be the agent for the new coach of the Saints. Hope he has the same code as Steinberg.
From HBO's The Wire: "A man's got to have a code"
Posted by: ashley | April 13, 2006 at 03:56 AM
Ray, I had the same reaction. I cut out the 12 rules and posted them where I could see them. I like what he listed as the #1 rule. It's not the one that a lot of people consider. Young lawyers, for example, seem to find it hard to accept that there are many clients you don't want to represent, even if they are willing to pay you (or maybe especially because of WHY they are so willing to pay you).
Posted by: Ernie | April 13, 2006 at 07:43 AM