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Former FBI Director Comey should have been more cautious negotiating with Trump (you’re always negotiating); the latter is a wizard that doesn’t adhere to the styles of normal negotiators. Thus, Comey should have known that he was playing with fire as he interacted with the president in the manner he did. But now that Comey is gone, it’s the president’s turn to play peekaboo with the hidden flame of wizardry. That means Comey may take the president to the school of wizardry in the form of ‘get backs’.

When you negotiate, always play the long-game. Think about what might occur in the future as the result of the actions you engage in today.

You’re fired! Ha, ha, ha. That’s a joke, right? The timing and manner in which Comey discovered that he was out of a job, initially led him to believe just that; his firing was a joke.

A wizard is someone that can turn the hidden into the seen, darkness to light, and in-and-out to out-and-in. In essence, a wizard is someone that can change reality based on how he wishes reality to be. Both Trump and Comey have that ability.

Getting tired of reading this article, don’t stop. Instead, take note of how you’re feeling. At the end of this article, don’t jump ahead yet, you’ll gain more insight as to how you might feel when negotiating with a wizard.

Be more cautious than normal when negotiating with people of power. They can use their power to get others to do their bidding, which means they can have unperceived leverage. Thus, the wizard can work his magic behind the scenes and cause a twitch to occur in you (i.e. perceived strange things to happen).

1. Always be mindful of how you treat people (i.e. you’re always negotiating). You may be in a power position today, but others can combine forces to overpower you.
2. Consider how things look when you make pronouncements; optics (i.e. the way something appears) can have more of a mental impact on a decision than the original intent of the decision.
3. When negotiating with powerful people, they can change the rules of the negotiation and not give a heck about the opinion of others, or their lack of consistency with what they previously stated.

Understand, in any negotiation, the possibility for blowback always lurks in concealment. When negotiating with a wizard the blowback can be in the form of being turned into a toad (i.e. have you and/or your environment viewed as being hollow, suspect to deal with, unfit for interaction).

Be it fair to say, negotiating with people of substantial power has to be done with caution. You have to be mindful not to alienate them, while at the same time getting as much as you can as quickly as you can. Just keep in mind that you might have to walk a narrow road between being amenable and being viewed or positioned as someone that can’t be dealt with. If the latter should befall you and you seek retribution, all you have to do is wait. There’ll come a point, with leverage (i.e. combining forces with others), when you’ll be able to even the score. For you, when that occurs… everything will be right with the world.

Now let me ask, did you experience frustration while reading this article? If you did, that’s what it’s like negotiating with a wizard. The same is true if you didn’t experience frustration. That’s the power of wizardry. The wizard is always right.

Remember, you’re always negotiating!

Change … A lot is currently being made of change … embrace change, love change, don’t be an enemy of change, dancing with change, I’ve got change in my pocket!

Enough with the change … Let’s consider going back to the basics … at least in the ever changing world of negotiation.

Let’s review what we have covered in the last several issues of Words of Mouth.

SPITTING IN YOUR SOUP: Watch out! Haggling too much, cutting corners, compromising integrity, violating ethical standards … it never pays. Long term relationships can be destroyed by short term thinking. Words of Mouth Issue No. 3 contains the complete text of this discussion.

SIX STEPS FOR NEGOTIATION PREPARATION: Getting ready to negotiate is probably more productive than mastering all the slick tricks. While a good working understanding of tactical negotiation is great – the strategic preparation process offers real leverage. Words of Mouth Issue No. 4 will walk you through the step-by-step process.

THE GENDER BLENDERS: How successful men and women mix-it-up in negotiation. We must not ignore the incredible differences in perspective and perception between men and women. Many well intentioned, well prepared negotiators shoot themselves in the foot by missing these vantage point differences. A review of this phenomenon is discussed in Words of Mouth Issue No. 2.

TACTICS: The nuts and bolts of give and take. Once a well prepared negotiator uses the creative solutions strategy detailed in my book Negotiate Like The Pros, tactics become important.

The Wince, the Red Herring, the Good-guy/Bad-guy, Limited Authority, Nibbling, and numerous other tactical gambits are illustrated and role-played in our Negotiate Like The Pros audio and video programs.

NEGOTIATE LIKE THE PROS: Eleven common mistakes inexperienced negotiators make – Sometimes it is important to know what not to do in a negotiating scenario. Amateur mistakes in negotiations are extremely costly. The eleven common mistakes amateur negotiators make and how to avoid these mistakes are detailed in Words of Mouth Issue No. 1.

THE LAST WORD: We at Negotiate Like The Pros are dedicated to educating business and legal professionals about the most productive strategies and tactics to improve bottom line results.

A Keynote Speech is a wonderful introduction to the strategy and tactics embodied in the Negotiate Like The Pros materials.

More in-depth training comes in one-half day, full day, and two day formats.

Our Negotiate Like The Pros four volume video program comes with facilitator’s guide and participant workbooks – This is an especially useful package for in-house training when budgets are tight.

Give us a call at 800-859-0888 (ask for George) if you would like to inquire about our keynote speeches, training programs, or audio/video products … You can even call us if you just want to get a copy of any of the past articles mentioned. It’s always a great idea to go back to the basics … And, you can keep the change.

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