Interview with an attorney who has an unconventional negotiating manner: kind, honest, and fair.
Advice from Bob Woolf, the man who’s closed deals for everyone from Larry Bird to Gene Shalit.
If you’re like most people, you don’t like to negotiate. It’s confrontational, unfriendly, sometimes downright mean. What’s more, if you don’t do it right you stand to get beat, which will cost you. And you’re pretty sure you don’t do it right.
Bob Woolf no doubt has mixed feelings about all this. On the one hand, he wants to strip negotiating of its (he thinks) undeserved terror. He’s quick to tell you that 95% of the folks you’ll ever negotiate with feel just as you do: scared. On the other hand, fear of negotiation has made Woolf rich.