Category: Our articles

"Stay (de)focused" or the experience of an "ADHD" negotiator

I grew up with ADHD (Attention Deficit Hyperactivity Disorder) without knowing it. I realized it much later when my son was diagnosed with ADHD. In my day, if you had it, you were a failure in school and that meant you were either stupid or lazy or both. It was simple. Fortunately, science and society have evolved. Nowadays, we accompany and sometimes even treat, without however curing, children afflicted with this disease. It would even seem...
read more

Can negotiating in the dark improve our skills?

Have you ever negotiated wearing a mask over your eyes? I have. Last week, my French partner and I had to place a video conf to a leader of an organization in order to introduce iDeal Makers and convince him to participate in a negotiation process aimed at making a deal where parties were clearly antagonized. We were acting on behalf of one of our clients. Surprisingly, even if this person did join the video conf he did not turn on his camera....
read more


To prepare your redeployment, turn the threat of your hardship clauses into an opportunity. Of course, there will be an afterthought, no doubt different, and you will have to restart, start over. In the meantime, you have to manage the crisis, keep your business going and prepare it to start again. The time has come for hardship clauses, those clauses often forgotten in your long-term or successively executed contracts, those that can...
read more

The meaning of deal making

We are huge fans of Karim Duval (who is excellent for exposing with a great sense of humour the shortcomings of our society...) there is no true "happy collapse" in this world becoming more and more purposeless. In 20 20, it’s now time to bury deals making no sense. If you want to make sense of it again, please check out our new add in iDeal Makers glossary “Verified Final Objective”: If you just want to take a shot, you don’t...
read more

The power of the weak

Have you ever experienced negotiating in weak position?  Several times over my career of deal makers I saw myself negotiating in a weak position, having to deal with strong partners on a verge of trying to impose Their deal instead of looking for a balanced outcome for both sides of the negotiation table. In short, they win, you lose. Life it is? Issue is, the strong and the weak sometimes underestimate the power of the weak. What is this,...
read more

I'm only responsible for what i say, not what you understand

Over my career, as lawyer, I found it both fun and accurate to use that quote and state that "I’m only responsible for what I say not what you understand". From my perspective, as business lawyer, nothing could have been more true than this statement. Then, time passing over my carrer I slowly found out that, as negotiator, what does matter is to make sure you not only properly listen your counterpart and not only make your statement...
read more

nEgotiation: how to deal with your Ego while negotiating?

  What is the greatest challenge negotiator faces when about to enter into negotiation? Common answers are that negotiator has either to deal with difficult counter part or with unrealistic goals or with time pressure. No negotiator will tell you his biggest challenge is to deal with Ego especially with his Ego. However, experience shows that dealing with negotiator Ego is usually the biggest challenge negotiator...
read more

What’s up on the Yes and No side?

On the No side, You probably noticed that for many people in many cultures it’s hard or impossible to say No. From there come many misunderstandings and causes of no deal. This topic being quite popular I won’t further elaborate on it but would simply advice deal makers when negotiating with people from different culture, to make sure the Yes expressed by counterpart is a true one and not a not expressed No. Under some other auspices,...
read more

What Santa Claus taught iDeal Makers?

Dear Santa Claus, Thanks for being such a negotiation mentor. Thanks to you (and to some other good fellows) I have learnt that: I need to have my Christmas list prepared; We will need to know each other more and we will both have to deal with cultural differences because you’re Santa Claus from the North Pole and I am French; We will have to focus on interests rather than positions (my position being I want everything on my...
read more