Negotiations

I like watching how people play their cards when we all know who's holding what. Today we met the other side to make an offer. Our team met for about an hour before the meeting, and we talked through what we would say, what they would come back with, etc. We like our position, we know what they're going to stick on and how and why.

Then we had the meeting. And all the things we had discussed got said. But what was fascinating was how things got said. Who got defensive. Who took the lead in directing the conversation. And how they did it.
I was impressed with one of the fellows across the table -- I'd not met him before, and he was pleasant, prepared, and had a quiet power about him. Even though from where I sit, objectively, I think he's in a lousy situation. He also had a couple of negotiating tactics up his sleeve that I liked -- one that I hadn't seen before.

Again and again I learn the same lesson at these things: Shut up. The guys who talk too much really weaken their position. It's easy to talk too much.