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4 Secrets for Winning the Toughest Negotiations

by Jeff Thompson
October 2013

Enjoy Mediation Blog by Jeff Thompson

Jeff Thompson

Originally posted at the Crisis Negotiator Blog

Former U.S. Ambassador to the United Nations Bill Richardson has quite the reputation for brokering deals with thugs. Here's how he does it.

"Let's send Richardson," President Bill Clinton once said, according to Bill Richardson, a former Clinton cabinet member. "Bad people like him."

Richardson, who is also the former governor of New Mexico and a former U.S. Ambassador to the United Nations, has carried out high-stakes diplomatic negotiations with dictators, thugs, and other slightly more peace-friendly world powers, is also the author of How to Sweet-Talk a Shark: Strategies and Stories From a Master Negotiator. In it, along with his co-author Kevin Bleyer, he spins yarns about his negotiating successes--and a couple of cringe-inducing failures--with two generations of North Korean leaders, Fidel Castro, and Saddam Hussein.

I decided to ask Richardson for some lessons he's learned from those years of high-stakes deal brokering that could be more broadly applicable to any boardroom or dining-room table. He shared four.

1) Only take a gamble if it's your very last option.

Read the rest from INC.com HERE

Biography


Jeff Thompson, Ph.D., is a professor at Lipscomb University, researcher, mediator, and trainer. He is also involved in crisis and hostage negotiation as well as a law enforcement detective. His research includes law enforcement crisis and hostage negotiation in terrorist incidents. He received his doctorate from Griffith University Law School having researched the impact nonverbal communication has in conflict situations with respect to developing rapport, building trust, and displaying professionalism.

Dr. Thompson has presented and trained on the topic of conflict, mediation, (crisis and hostage) negotiation, communication and nonverbal communication internationally for a variety of audiences including police personnel, government officials, judges, attorneys, physicians, sales people, business professionals, and both graduate and undergraduate students. He has also been published in numerous professional and academic publications.

He is the co-chair of ACR's national Crisis Negotiation Section, and he is an ad-hoc reviewer for multiple academic journals. He received his MS in Negotiation and Dispute Resolution from the Werner Institute, Creighton University School of Law.

(All posts by Jeff Thompson represent his personal reflections and opinions and not that of any organization.)



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