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Alok Sawhney
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Alok Sawhney

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I gave my first presentation on the topic of consulting psychology. It was at Carlos Albizu University in Miami, Fl. We had 10 participants and lots of questions. It was a great experience and I am looking forward to doing it again!
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Thank you!

Alok Sawhney

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With the recent acquisition of H.J. Heinz Co., we know Warren Buffett got a great deal.  Not surprisingly, he will receive a whopping 9% interest rate on his preferred Heinz stocks with additional incentives.  Although, that's not the best part of the story.

With the deal, the current Heinz shareholders received a 20% premium for their stock and "...that the Heinz headquarters will stay in Pittsburgh, the company name won't change, charitable donations will continue and the company will honor its obligations around naming rights to Heinz Field".

Mr. Johnson sounded convinced famed investor Warren Buffett is in it for the long haul. "It is his intention, and I want to be clear on this, to own this business forever. He has absolutely no intention, nor does 3G Capital, of spinning this business back to the public market. This is not a traditional private equity deal. They plan to grow off this business."

As usual, the hero of the story, is Warren Buffet; but this week's esteemed negotiator is Mr. Bill Johnson, outward bound CEO of H.J. Heinz Co.

#howtonegotiate   #negotiation   #businesseducation  
In the 1980s, a couple of young H.J. Heinz Co. managers were visiting grocery stores together. One of them asked the other why he'd left another company to work for the iconic Pittsburgh business. "He...
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Alok Sawhney

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Congrats to Doug Parker of US Airways and Tony Parker of American Airlines on their recent merger.  These once cubicle-mates, navigated a complex multi-party negotiation in highly regulated industry.  Not easy to do!

Interestingly  Mr. Parker, the engineer of the deal stated: "We had a plan that called for bringing the two companies together, and it created one stronger than either of us could be independently," Parker said as he and Horton stood in the Admirals Club at Dallas/Fort Worth Airport on Thursday and announced the merger.

The fundamental lesson here is at the core of integrative negotiation; if both parties can make the proverbial "pie" bigger; both parties will win!
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Alok Sawhney

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Trying to understand integrative negotiation?  Bill McDermott, Co-CEO of SAP, explains it best.  When giving a talk at the Fuqua's School of Business at Duke University, McDermott taught the future business leaders with the example of comparing good student in school to a good business person by stating:

"To be the student with the A+ because you outflanked all of your other classmates with your better study habits is not nearly as fun as getting an A- while helping another classmate jump from a C to a B+. Those are the things your classmates will remember about you for a long time—long after you forgot about your A+, by the way."

This logic is fundamental when negotiating for the long term.
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Alok Sawhney

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Paul J. Zwier II, a Professor of Law at Emory University, presented a lecture on negotiating to law students in 2010 (http://youtu.be/B0L7TMcDDAU).  In his presentation, Professor Zwier made a key point in not only understanding the strategy behind they type of negotiation but also understanding the style of the negotiators involved.  The infographic from his presentation summarizes this concept.  

The underlying idea is so vital in preparing for your next deal: do not only focus on how the deal could be structured but truly understand who you are dealing with!

#negotiation   #howtonegotiate  
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Hat tip to +Michael Dell on the successful path to taking his company private.  

According to an insider, Dell's motives are deeply rooted:
"His name is on the logo and all the buildings. So he takes all of this very personally, This is a way for him to solidify the way people will look at him and remember him."

Just another example how goals shaped by our fundamental values are so powerful when trying to negotiate the best deal for all
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A classic and one my favorites....
Science Of Persuasion
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the best one i ever saw.. keep sharing +Alok Sawhney 
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Have him in circles
103 people
George Hilbert's profile photo
Tricia Meyer's profile photo
diamond jones's profile photo
Jayant Pawar's profile photo
Ron Villejo's profile photo
mohammed suaisuah's profile photo
Writers of Words & Music's profile photo
janaisha williams's profile photo
Girish Raturi's profile photo
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Doctoral Candidate in Clinical Psychology
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