What the World Series Can Teach Us

Want to get ahead in your job this year? Tune in and watch the World Series. That’s not just a game you’re watching—that’s a study in three key elements everyone needs to succeed in […]

Lots of Drama

Throughout my career I negotiated with men, and since my work was in the cable programming industry, I followed its rules of conduct (or lack thereof) to get deals done. It was my ‘normal’, my ecosystem, if you will, in getting wins for the companies I represented.

Just recently, my friend Gina Bianchini, co-founder of Ning and inventor of Mightybell, told me to watch a great video on YouTube from Stanford’s Dr. Maggie Neale on best practices in negotiating. It was fascinating! If I were starting out fresh today, this would be the way to do it—under most conditions. I say ‘most conditions’ because here was the stark truth of my negotiating environment — most times I was David, and the guy across the table was Goliath. And a cranky Goliath at that.

One time I took my boss, CEO Ken Lowe, now chairman and CEO of Scripps Networks Interactive, to Denver to call on the largest cable company at the time. We were to begin our negotiations for the carriage of HGTV on their systems, which were necessary for us to grow to a national footprint. We waited for 2 hours before being asked to come in, which was not an accident. The client was signaling to us that this deal would be done on his time, on his terms. He was looking for a one-sided win. All his.

My experience was pretty much always like this, with the guy across the table trying to bully his way to a one-sided win. The cable guys held most of the cards because new programmers needed to build national distribution. The cable guys knew it, and they used it.

Back to Denver: we were finally called in, and the would-be customer began a monologue about non-starters for him, which were — not surprisingly — things we had to have on our side for the deal to make sense. When he finally came up for air, Ken and I asked a few questions. His answers were even more ridiculous than his monologue. It was time for some drama on my part.

I got up, declared the meeting over and Ken and I walked out. The look on the client’s face was telling: how dare this little company walk out on me! As we made our way to the airport, I told Ken we had to do that, so we could swing some leverage our way. Sure they would still control a lot of the deal, but we wouldn’t be pummeled into submission. The client called a couple of weeks later and we began some meaningful dialog. After two long years (yep, deals could take that long to extract decent terms) we had a good deal.

My point: I learned from Dr. Neale’s video is that there is another, more reasonable route one should employ when doing deals. It wouldn’t have worked for me given my market conditions, but her methods will work for most. Take a good look at her video. There’s a lot of learning there.

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The Tell

Professional poker players will say that winning is not all about odds and probabilities. If you’re playing at the top of your game it’s about reading others, watching their physical mannerisms which “tell” if […]

By |October 18th, 2013|Gamesmanship, Leadership, Negotiation, Women in business|0 Comments

No Shortcuts

I don’t have a technical bone in my body. So why I would choose an industry steeped in wires, cables, and satellite dishes, well, I truly don’t know. But when I started my career, […]

By |February 8th, 2013|Career development, Learning, Negotiation, Women in business|1 Comment

Gamesmanship

Stan Musial died this week. Most baseball fans, like me, know what a powerhouse athlete he was. He was called a “gamer” in the media coverage, which meant someone who comes through when the game’s […]