Today I am joined once again on the show by Mark Bilgin.

Mark is a career negotiator and the author of Mastering High Stakes Negotiations and he is joining BMP Radio for a regular podcast series on all things negotiation.

In this session, we’re going to depart from the straight and narrow negotiation topics we’ve tackled in the past and take on something a little trendier: AI.

Mark is a career negotiator and the author of Mastering High Stakes Negotiations and he is joining BMP Radio for a regular podcast series on all things negotiation.

In this session, we’re going to talk about how no negotiation preparation can be considered complete without a careful study of the other party’s interests.

The April ISM-New York Report on Business was released on May 2nd at 9:45am Eastern and is available for download. I will add a link to it on today’s episode page.

The ISM-New York Report on Business (like the other ISM reports) is compiled as diffusion indices –we add the percent of positive responses to one-half of those responding that conditions remained the same.  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth or contraction from the previous month.

A note specific to the New York Metro area, where all of this report’s respondants are located: they are predominantly in professional services industries. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the context for the trends being reported by these particular purchasing managers.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month.

A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month.

A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report.

With that background, let’s transition to this month’s report.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month.

A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report.

With that background, let’s transition to this month’s report.

Today on BMP Radio I am joined by Mark Bilgin. 

Mark is a career negotiator and the author of Mastering High Stakes Negotiations and he is joining BMP Radio for a regular podcast series on all things negotiation.

In our last session, we spoke about negotiating with an unpredictable entity. I started the conversation by asking Mark how we can prepare to negotiate with a person or organization that we aren’t sure will live up to their end of the bargain. In this podcast, we’ll take on the opposite kind of negotiation: one where the other party is very well known because they are an incumbent supplier.

Today I am joined by Jack Quarles.

Jack is the author of Expensive Sentences, a fascinating new book that shines a spotlight on the casual remarks made day in and day out at companies that are costing them money.

The ISM-New York Report on Business and the national and regional ISM reports are compiled as diffusion indices – meaning we take the percent of positive responses plus one-half of those responding that conditions remained the same (which we consider positive).  A reading of 50% means no change from the prior month, greater than 50% indicates a faster pace of activity, and less than 50% a slower rate. Each month is not so much a reading of the current level of activity as it is an indication of growth, contraction, or no change from the previous month.

A note specific to the New York Metro area, where all of this report’s respondents are located: they are predominantly in services industries: information services, finance, insurance, scientific, technical, and educational. While I’m sure that does not come as a surprise, it is important to keep in mind when you think about the trends being reported by purchasing managers through this report.

With that background, let’s transition to this month’s report.

Most discussions about the financial sector are focused on how it has been (or will be) affected by fintech. While this is interesting, how fintech will affect the non-financial sector promises to make things even more interesting.

The decentralized world of the Internet is a marvel, enabling us to engage directly one-to-one, one-to-many and many-to-many without the interference of a central power or institution. It has changed everything. Take the example of the hashtag #metoo, the social media movement that exposed harassers to the verdict of the whole world. This hashtag solved a problem that the centralized world, run by government institutions, police, the legal system, etc., continuously failed to address with the same impact.

The power of a viral hashtag can be bigger than all governments combined. This means that ‘we the people’ can solve problems together without interference from a central institution. Governance and power are becoming decentralized and democratized in a way we’ve only experienced in very small communities or families. The shift is mind-boggling. 

In this podcast you’ll learn:

• How the increased decentralization of the worlds allows people to take novel approaches to solving long-lasting problems
• If it is possible to take inspiration from the Internet, social media, and blockchain and build a decentralized financial system
• The difference between an ‘ecosystem fight’ and an ‘ecosystem play’