A while back, a Fortune 500 CEO called me. I had never met him, but he wanted me to talk to his top executives for two hours and on negotiating strategies. A bit overwhelmed, I said, "I'm very flattered, but frankly, I don't know if I can talk for two hours on negotiating." Then I realized I was actually negotiating with myself. As my brain finally reconnected, I cut myself off. "Well, let me sleep on it and I'll get back to you." Later that evening, I began to write down some of my negotiating experiences and saw that my problem was going to be holding the speech down to two hours. I'd already brushed up against the first and second laws of negotiating that morning in my conversation with the CEO. Here are the talking points I brainstormed that night, my 15 “rules” of negotiating: 1. Never accept any proposal immediately, no matter how good it sounds....
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