The Role of Respect in Negotiations
INTERVIEW ON THE PRICE OF BUSINESS SHOW, MEDIA PARTNER OF THIS SITE.
Recently Kevin Price, Host of the nationally syndicated Price of Business Show, interviewed Michael Marino.
The Michael Marino Commentaries
In any negotiation, to gain respect for your position, show respect to the positions of others.
Mom taught us the Golden Rules. While often lost in translation, they are as important as ever.
If your objective is to reach any agreement, remember to show respect for your adversary’s position. It does not matter if you believe it is “outrageous” or “crazy” or “will never fly”. Your proposals may seem as outrageous to the other side as theirs do to you. Posturing and positioning are part of the “game”. However, as long as you are dealing in good faith, then you can explain how or why such a position is untenable. (if one party is not dealing in good faith, then all bets are off!) Whether on the global stage, or negotiating with your local car dealer, put together thoughtful proposals that you believe have merit. You know what your fallback position is. Your adversary does not. Your adversary knows their fall back position. You do not. You can get there, but only if you show that you are willing to listen. Let the other side storm out. Demonstrate that you are acting professionally and respectfully with the objective of reaching an agreement. If the other side does not have the same objective, then if will become clear everyone is wasting their time. And sometimes, you get what you ask for, regardless of how unexpected it may be.
In traditional labor relations, this is especially true. No matter who has the leverage, our last topic, during this round, you do not know who will have it next time! Show respect. Earn Respect. Accomplish the Mission: getting a deal.
Michael Marino is a senior partner at Seyfarth, a global law firm. He is based in NYC.
Michael handles sports & entertainment matters, crisis management, litigation, and collective bargaining.
His objective is to find solutions for his clients that work, resolve conflict, and allow them to do what they do best.
Michael Marino is a NYC-based management labor, employment and entertainment lawyer who for decades has represented corporations, executives, celebrities, sports figures, and influencers. A member of the College of Labor and Employment Lawyers, he has tried federal court cases across the country and negotiated hundreds of collective bargaining and marketing agreements. Before entering private practice, he served proudly as an officer in the United States Marine Corps, and as Special Counsel to the Secretary of the Navy. He is a graduate of Georgetown University Law Center, Syracuse University College of Law, and Cornell University’s School of Industrial and Labor Relations.
Learn more at https://www.seyfarth.com/people/michael-f-marino.html/.
Connect with Michael on social media:
LinkedIn: https://www.linkedin.com/in/michaelfmarino
Twitter/X: https://x.com/seyfarthshawLLP
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