In 1919, New York hotelier Raymond Orteig announced the Orteig Prize: $25,000 to the first aviation team to fly nonstop between New York and Paris.
Tag: negotiation
It’s Human Nature: Incentivizing Performance – Podcast
In 1919, New York hotelier Raymond Orteig announced the Orteig Prize: $25,000 to the first aviation team to fly nonstop between New York and Paris.
Avoid Shiny Objects in Health Care Deals
Ah, the shiny object, the more or less instant gratification. The $10 million in your pocket. But what comes next?
Why Let Your Competitors Control Your Future? – Medical Group Minute
You, not your competitors, control your future – why would you think otherwise?
Why You Must Control the Context to Influence the Outcome
It’s morning in a mall outside of a metro station in Washington, D.C. Josh, dressed in jeans, T-shirt and baseball hat, picks up his violin and begins to play. Classical music, some of the most complex and beautiful ever written for the instrument, floods the air. Over the next three quarters of an hour, over…
Why You Must Understand Personal Incentives in Entity Negotiation
It was late December. I was sitting across the table from the hospital CEO. We were in the midst of negotiating a deal involving my client, a large physician group, and his facility. And then, he made a major negotiating blunder, giving up on a deal point clearly in my client’s favor, in fact, a…
A Negotiation Tip: What’s His or Her Own Motivation? – Success in Motion
It’s not enough to discover the other entity’s motivation in the negotiation. What’s their representative’s personal motivation in concluding the deal?
Watch What You Negotiate For
The key is to adopt both a short term and a long term view of your business.
Don’t Worry About What They Think of You – Success in Motion Series
People are too worried about what someone else thinks of them. News flash: They don’t think about you.
Do You Know the Power of Questions?
Questions are far more powerful than statements. We’re programmed to answer them.