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 […]
Tag: win
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.
The key is to adopt both a short term and a long term view of your business.
Do you know what happens upon the termination of the contract? What obligations do you continue to owe? And, what obligations continue to be owed to you? Of course, the best time to consider these issues is before you enter into the contract. We all want deals to succeed, but even the best of deals […]
In any negotiation, be the party to deliver the first draft and control the deal.
Do you know this key to negotiation? The key that will open the door to a done deal, a deal that delivers on your wants?
The medical group that I was going to see was under pressure. One of its former members had jumped ship and aligned with a competitor. The hospital issued an RFP. The competitor became the golden haired group.
What are you signaling in your negotiations? Not just what are you saying, but what are you doing? What are the other members of your team signaling/saying/doing?
You’ve heard that old expression to the effect that it’s better to do and then ask for forgiveness than it is to ask for permission in the first place.
You’ve heard that old expression to the effect that it’s better to do and then ask for forgiveness than it is to ask for permission in the first place. I’m not sure if that’s always right in a social setting, but in business it often works out in your favor. After all, there’s a lot […]