Category: News

Kevin Kruse from Forbes interviewed me about the nuances of Clarity, Detachment and Equlibrium and how authentic negotiating differs from traditional negotiating. I pointed out that even sophisticated people often go into multi-million dollar negotiations without the level of clarity that they should, and certainly without the level of clarity that I work with them on.

Think about my bottom line example:

“Okay, so 10 million is your bottom line.”

“Yeah, that’s my bottom line.”

Okay, so let’s assume we get a deal that meets every other one of your criteria. But the money, instead of 10 million dollars, is $9,999,999.99. And usually the client’s first reaction is, “Come on Corey, that’s kind of ridiculous. It’s just a penny less.”

Well what about a penny less than that, and a penny less than that, and a penny less than that? It’s not a penny less, or not a penny more, or not a day more.

Read the entire interview and learn more about my thoughts on negotiating here.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

There are three keys to true negotiating success. If you master these three keys, not only will you have much more success in negotiating but you will be able to apply them to be a more effective leader. The three keys are Clarity, Detachment and Equilibrium (CDE) and they are the fundamental framework of Authentic Negotiating.

Clarity: Authentic negotiators know what will and won’t work for them on every significant term and what their true bottom line is – from a place of clarity, not ego. In addition to doing the external preparation, there is a body of internal work that great negotiators do to get aligned and clear on their true objectives.

Detachment: Authentic negotiators can walk away from a negotiation with no hesitation – not from a place of anger or upset, but from a place of detachment with no judgment or hard feelings. They have a preference that the deal gets done or they wouldn’t be taking the time to negotiate but they understand that the only thing worse than not getting a deal done is doing a bad deal and they trust that – whatever the outcomes – it’s for the best.

Equilibrium: Authentic negotiators don’t let emotions dictate their actions, instead they maintain equilibrium during the heat of tough negotiation to stay present and preserve their clarity and detachment. They develop the tools and practices that support them in not getting triggered or thrown off even during heated negotiations or in the face of manipulative tactics.

Read the rest of my article and tips at greatleadershipbydan.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

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Maintaining your cool and being in a state of equilibrium is a huge asset in a negotiation. When the other party loses it, you benefit by staying calm instead.

Most negotiating articles, books, training programs and other resources focus on techniques, tactics and counter-tactics. These, however, are often ineffective, manipulative and inauthentic and, even when good, are not the key to true negotiating success.

Authentic negotiating is the secret to true negotiating success and there are three keys to authentic negotiating:

Clarity: Authentic negotiators know what will and won’t work for them on every significant term, and what their true bottom line is – from a place of clarity, not ego.

Detachment: Authentic negotiators can walk away from a negotiation with no hesitation – not from a place of anger or upset, but from a place of detachment with no judgment or hard feelings.

Equilibrium: Authentic negotiators don’t let emotions dictate their actions. Instead, they maintain equilibrium during the heat of tough negotiation to stay present and preserve their clarity and detachment.

Read the rest of my article and tips at thoughtleadersllc.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

Edelman Financial Services, one of the advisory industry’s largest RIAs with over $17 billion in assets, is plunging into the crowded, competitive and capital-intensive M&A game.

“We’ve decided to engage in M&A activity,” says executive chairman Ric Edelman. “At our board meeting last week, we decided to do this for the first time ever.”

Backed by majority shareholder Hellman & Friedman, the private equity firm that has long been a major LPL Financial shareholder, Edelman Financial hopes to establish a national brand and become “America’s planning firm,” says Edelman, whose syndicated radio show, seminars and books drive the RIA’s brand.

The company’s board of directors concluded it was impossible to accomplish that goal with inorganic growth, according to Edelman.

The RIA’s CFO, Rene Chaze, will lead Edelman’s M&A and strategic alliance efforts, which will include several new hires. “We need more players on the field,” Chaze says. “We’re ramping up our capability and are going to be moving quickly in the [acquisitions] space.”

Read the full article on Financial-Planning.com.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!