Shop Talk Podcast #2 - Barbara McFadden on "Best Alternative to a Negotiated Agreement"

It's the second edition of our podcast. This time, Barbara McFadden, one of the smartest attorneys I know (and I know a lot of them) talks with me about planning for the "best alternative to a negotiated agreement"--meaning, planning in advance what you are going to do if the deal you are trying to close doesn't (or shouldn't) happen.

You work on a deal for months, and then, something goes wrong. The other side changes the terms it wants. Or asks for another price concession. It may make sense to walk away, but if you haven't thought about Plan B already, you may feel forced to continue. At best, the deal will be less attractive than it could have been. At worst, you have gotten your company into a long-term, painful engagement that will take years and $$$ to unwind.

She also talks about how good negotiating teams work, and how to determine who will lead a negotiation.

So, listen to Barbara. The fifteen minutes you spend could save you a few dollars.

Download the podcast by right-clicking on this link.

If you want to get hold of Barbara, you can email me and I can help you connect with her.

(Photo: "Vintage 1" by coscurro via stock.xchng)

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Shop Talk Podcast #1 - Gordon Adams on "Time Kills Deals"

OK, it's time for something new. I've been fascinated by podcasting for a couple of years now, and almost got involved with a podcasting project last fall. So I've been thinking about a regular podcast on this site, and it's time to unveil it.

This was a one-take, unedited interview. I recorded it using an inexpensive conference-calling technology which overcompressed the thing, so as a result I sound like I'm from Chicago (no, Connecticut) and that I have a lisp (also no). Nonetheless it was fun to do and I'd like to do more. They'll improve technically for sure.

Anyway, onto the podcast. My guest is Gordon Adams, Senior Vice President of Sales at Vue Technology, a maker of item-level RFID solutions. (Read Gordon's bio here.)

We're talking about "Time Kills Deals," an expression I first heard from Gordon when I worked with him at EDS in 1995. It's a great, pithy maxim that I've used ever since (and blogged about here). I'd love your comments. Enjoy!

(Please be patient through the 10 seconds of dead air at the beginning of the podcast... ah, the joys of being a beginner!)

Download podcast

Links to companies or products referred to in the podcast:

EDS
Holden International
Solution Selling

Errata:

1. In the podcast, I refer to Gordon's company as "Vue Technologies." It is, of course, Vue Technology.
2. Gordon was the USC starting quarterback for only one year (I implied it was several years).

(Photo: "Vintage 1" by coscurro via stock.xchng)

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