Negotiation

April 5, 2018

Which one is your “Happy Birthday”?

Nicole Pesce is an American pianist, keyboardist, composer and arranger, who entertains audiences with her unique blend of virtuosity and humor. Nicole’s YouTube “Happy Birthday Variations” video currently has over four million views. The variations are based on the styles of big masters like Beethoven, Chopin, Brahms, Bach and Mozart. They are all great but […]

July 14, 2016

The last second basket

Assume you are watching a basketball game. Team A is losing 78 to 76 and it is the last 2 seconds in the game. At that point one player of team A, seeing the clock ticking its last seconds, throws the ball in the direction of team B’s basket. And it goes in as a […]

March 10, 2016

Law of Similarity

vocabulary.com describes Law of Similarity as “a Gestalt principle of organization holding that (other things being equal) parts of a stimulus field that are similar to each other tend to be perceived as belonging together as a unit.” In other words: if it looks like a duck, swims like a duck, and quacks like a […]

December 31, 2015

Toothbrush Test

From an article published in NYTimes by David Gelles on August 17th, 2014: “When deciding whether Google should spend millions or even billions of dollars in acquiring a new company, its chief executive, Larry Page, asks whether the acquisition passes the toothbrush test: Is it something you will use once or twice a day, and […]

December 17, 2015

7 hours

My client asked somewhat incredulously: “It will take seven hours?” Generally, this is the first question my clients ask when I inform them about the duration of the first meeting they will have with a potential acquirer who will be visiting their company. “Yes,” I say “Moreover, if you also include dinner you will be […]

November 19, 2015

Presumptions about women

It is generally assumed that women talk more than men. ☺ The psychology researchers at The University of Texas at Austin, who published their findings in the July 2007 issue of “Science”, say that women and men both use an average of 16,000 words each day. It is also generally assumed that films let women […]

September 24, 2015

Divorce reducing company value

“I would never mix my business life with my personal life!” I’m sure some of you share this view. What I don’t know is the percentage of those of us that in reality mix these two, irrespective of what we believe. ☺ The separation of couples from each other is one of the important incidents […]

September 10, 2015

Love found by survey

I assume none of us enjoy the ads distributed between the videos we are watching in YouTube. We have to accept it as the cost of “having it free”, I think. Though some of them are interesting as an ad. Such a case for me was the video made for the company SurveyMonkey. (SurveyMonkey is […]

February 26, 2015

Computers as negotiators?

If you own a company and hope to sell it in the distant future, consider this: you might be sitting opposite a computer at the negotiation table, instead of another human being. According to a report by Jan Hoffman published in NY Times, in recent years scientists have striven for a complex goal: programming computers […]

September 11, 2014

Lie to me!

“Let’s ask them those questions by e-mail!” said my client. Ahead of some complex company sale negotiations, we wanted to discover what a potential investor really thought about some aspects of my client’s business. We knew it would be very hard to verify their answers. “Let’s not do that,” I suggested. “Let’s ask these questions […]