If anyone knows about working in teams, it’s the NFL. This week on the Station 4 Negotiation, Gene probes one of the biggest negotiations in NFL history and examines how teamwork and building rapport with “the other side” can get a deal done. Plus, learn about anchoring and how to use it, the importance of identifying your “BATNA,” and what quality all effective negotiators have in common. Remember: negotiation is life.

Works mentioned in this episode:

• The lectures of Professor Gerald R. Williams, a selection of which can be found here
• “Getting To Yes: Negotiating Agreement Without Giving In” by Roger Fisher and William Ury
• “Thinking In Bets: Making Smarter Decisions When You Don’t Have All The Facts” by Annie Duke
• “Parcells: A Football Life” by Bill Parcells and Nunyo Demasio
• “The Obstacle Is The Way: The Timeless Art Of Turning Adversity to Advantage” by Ryan Holiday

Where do your morals fit in a difficult negotiation? How do you navigate situations where power differentials are at play? This week on S4N, Gene takes a secular look at two Old Testament stories that have been used in negotiation lectures to demonstrate some of the long-standing basic tenets of negotiation. Plus, learn about witness sequestration and how you can apply it for better, fairer negotiations, discover "the rich optician trick" and how to avoid its pitfalls, and explore when and how to appeal to ego and reputation. Remember: negotiation is life.

Works mentioned in this episode:

• Terence MacCarthy and his lectures on cross-examination, part of which can be found here in book form
• The story of Susanna and the Elders, which can be found here
• "The West Point Way Of Leadership" by Larry R. Donnithorne
• Genesis 18:16-33
• The lectures of Professor Gerald R. Williams, a selection of which can be found here
• "Never Split The Difference: Negotiating As If Your Life Depended On It" by Christopher Voss and Tahl Raz

Join trial lawyer and expert negotiator Gene Killian as he introduces the Station 4 Negotiation, a biweekly look at effective business negotiation techniques and tactics based on examples from history, literature, and real-world experience. Remember: negotiation is life.