Memories of an Icon, Pat Summitt

About a dozen years ago, when Pat Summitt was collecting one NCAA Championship after another, her son Tyler and our son Andrew were playing together on a soccer team. Pat would come to Tyler’s […]

By |July 4th, 2016|Relationships|0 Comments

Silence

I exhaust me.

Especially this time of year. So I need the meditative practice I began five years ago. It’s called Centering Prayer, and it’s been a life saver when my brain wants to begin […]

A Treasure Chest of Hope

When Bill’s dad, Stu, passed away two springs ago, we inherited his small lake house in Michigan. As we finally emerged from heavy-hearted grief, we came here to befriend the home; to take its […]

By |August 10th, 2015|Learning, Parenting, Relationships|0 Comments

James

I met James in DC. I had come to the ballroom early to run through my book presentation, and there he was sitting at one of the tables, looking down at his cellphone. A […]

By |May 18th, 2015|Friendship, Learning, Relationships|0 Comments

“Am I too nice?”

“Is it possible to just be too nice at work?” asked a young woman last week during the Q&A part of a speech I had given about my book. I sighed and thought: We’re […]

Lighten Up

In the book The Levity Effect, there was a line that has stayed with me:

“Great leaders bring lightness to the workplace.”

I thought back to the building days of HGTV, […]

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 Art of Imperfection

A couple of girlfriends recommended the book The Gifts of Imperfection, by Brene Brown. In her book Brown urges us to embrace self-love. She advocates “wholehearted living” which is facing each day with courage, […]

Meetings in the Restroom

So first, you unzip your trousers…hmmm, let me begin again. For anatomical and societal reasons, women don’t have ready access to the men’s restroom. That creates a big hassle with long lines during concert […]

Jungle Jimmy

My husband Bill agreed to be a stay-at-home dad for practical reasons: I was making more money than his teaching job afforded, and we wanted one parent home. Then the fun began.

We had settled […]

By |June 21st, 2013|Learning, Parenting, Relationships|1 Comment