From Super Bowl negotiators, a threat of “pay to play”

A bold request from the NFL shakes up a familiar scenario.

By on

Article Excerpt

As we gain experience negotiating, we become accustomed to conducting talks in the usual way. A bit of friendly small talk, a discussion of the issues at stake, followed by delivery of an opening offer, price haggling, and a search for mutually beneficial tradeoffs.

Rarely do we consider that we might be able to radically shape

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!


Learn how to deal with difficult people and problems in our three-day course, Negotiation and Leadership: Dealing with Difficult People and Problems, held October 27–29 in Cambridge, Mass. visit to find out more.

Download the Negotiation Briefings Special Report “Dealing with Difficult People” by visiting


Should you ask for advice?

Signals and first offers