START A PETITION 27,000,000 members: the world's largest community for good

Wisdom from Ed Brodow

Wisdom from Ed Brodow

Let’s consider why so many people hate to negotiate. This negative attitude stems from the perception that a negotiation is a contest, which can’t be won unless someone else loses. But the thought that someone has to lose can produce anxiety because it means that the loser could be you. Some people become consumed by the fear of losing, thinking about what might happen if things don’t go their way. Before they know it, their stomach is tied up in knots and they feel like they are going to be sick.

Some people believe that Donald Trump is the consummate negotiator. Trump represents the old-style, in-your-face approach to dealmaking. I prefer to use Peter Falk’s classic TV detective Columbo as a better role model for a negotiator.

Why? Columbo is known for keeping a leash on his own ego. He asks questions, listens to others, and solves problems. Columbo is a reasonable man with a strong sense of humility. Unlike Trump, his objective is uncovering the truth, not winning a war of egos.

In place of the Trump model, I propose a collaborative approach to negotiation in which both sides can consider themselves winners. This eliminates the anxiety over the outcome and allows us to enjoy the process. Contrary to popular belief, negotiation is not really about winning, it is about collaborating….Continue reading at

Ed is a negotiation expert and the author of Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals.

Related: Wisdom from Stephanie Staples
Related: Wisdom from Dr. Ellen Weber, Ph.D
Related: Introducing

Photo Credit: Max Elman

Read more: Spirit, Inspiration, , , , , ,

have you shared this story yet?

go ahead, give it a little love

Gail Lynne Goodwin's brings the world the best of the best inspiration from people like Sir Richard Branson, Jack Canfield, Debbie Ford and more. Each day we ask our Luminary to answer, "If you only had 500 words to share, what wisdom would you want to pass on to humanity? What have you learned that matters, and what doesn't?" We share their wisdom for FREE to help our community live an inspired life, each and every day!


+ add your own
4:36AM PDT on Mar 26, 2012


1:04AM PDT on Mar 17, 2012

Thanks for the info.

4:46PM PST on Feb 21, 2012


4:45PM PST on Feb 21, 2012


8:08PM PST on Feb 3, 2012

attractive art work thanks for sharing

4:36PM PST on Feb 3, 2012

Nice. Thanks.

8:49PM PST on Jan 31, 2012

This co-operative style really needs to be brought front and center because the old way is always about ego personalities and the need to be 'right' which gets us no where except going in circles, repeating talking points and blameing. Every member of congress needs to be intensely educated in this style and required to put it to use daily in the work of government. I think doing this would very quickly expose any hidden agendas, and remind them that they represent us and they are unable to do so if they don't tell the whole story. Any assumption that facts are accurate need to be suspended. Their training should begin immediately.

11:37AM PST on Jan 30, 2012

Thanks for the article

11:33AM PST on Jan 30, 2012


11:28AM PST on Jan 30, 2012


add your comment

Disclaimer: The views expressed above are solely those of the author and may not reflect those of
Care2, Inc., its employees or advertisers.

people are talking

That is just so cool! I am no longer vegan, but still enjoy many vegan dishes. Whenever I tell my …

Discover the GOM-MEE non toxic nails polish. Water base and peelable. Canadian products. www.conce…

Nothing sustainable about eating meat and grass fed is actually worse for the environment, not bette…

Barry, you are right. Humans are the only noxious species on this planet. When we attack nature, for…


Select names from your address book   |   Help

We hate spam. We do not sell or share the email addresses you provide.

site feedback


Problem on this page? Briefly let us know what isn't working for you and we'll try to make it right!