Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Ed Brodow Full Profile >> Testimonials … Contact Us … FAQ … Site Map … Glossary …
Negotiation Is No Laughing Matter -- Or Is It?
by Ed Brodow

I want to share with you a personal secret that has been of great value to me over the years. I'm a strong personal believer in the use of humor in negotiation.

Humor does three things. First, when you inject a little humor it can really lighten things up. Second, humor makes it easier to be tough without offending anybody. And third, humor helps when you don't want to answer a question.

First of all, humor can help you get what you want by breaking up the tension. It makes people feel more comfortable. And it shows that you don't take yourself too seriously.

I just read in Time Magazine that when we were negotiating with the North Koreans for the release of an American pilot who was shot down over their airspace, the chief U.S. negotiator said to the North Korean negotiators, "Well, is he okay, does he still have his fingernails?" There was a moment of silence and then the North Koreans burst out laughing. Imagine how much that remark eased the tension.

Then there's this little thing that I do when I buy something in a store. I ask the salesperson, "Do you give veteran's discounts?" It's amazing what happens. Sometimes they don't get it, and they just say no. But more often I get a big chuckle out of them, and quite often I get a substantial discount.

I remember buying a lumbar backrest, one of those things that you put in the small of your back when you sit. I asked the salesman, "Do you give veteran's discounts?" He started to laugh and he said, "What war?" I replied, "The Spanish American War," which, for those of you who are too young to remember, was in 1898. He practically fell down he was laughing so hard, but he gave me a ten percent discount. It's hard to resist a little well-placed humor.

Second, humor makes it easier for you to take a hard line without offending anybody. I remember a sales presentation where we asked the buyer, "Are we in the ballpark?" He said, "Boys, you don't even have gloves!" We roared. It was hilarious. But we got the point, which was, "Sharpen your pencils!"

Third, if you want to avoid answering a question, humor can help. Just make a joke out of it. Politicians are good at that.

So remember, laugh and the world laughs with you! Cry, and it's time to read my book.

Ed Brodow is a motivational speaker, negotiation guru on PBS, and author of Negotiate with Confidence and Beating the Success Trap.

Copyright © 2005 Ed Brodow Seminars, Inc. All rights reserved.

Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Testimonials … Contact Us … FAQ … Site Map … Glossary …
© Copyright @ 2004 Keynote Resource Inc. All rights reserved. Permission is granted for linking to web pages within Keynote Resource
To book a speaker call toll-free : 1-800-420-4155       e-mail:
yvon@keynoteresource.com      Privacy Policy
Privacy Statement/Policy
Keynote Resource realizes that when you complete forms on our web site you are providing us with information that is of a private nature. We assure you that we will not share or sell this information to a third party for any purpose. We treat all information provided to us as strictly confidential.
About KeynoteResource.com:
Keynote Resource speakers bureau can help you find the ideal keynote speakers for your next event. We represent inspirational speakers, motivational speakers, corporate entertainment and more.

Keynote Resource speakers bureau will find the perfect keynote speaker for your upcoming event, whether you are looking for inspirational speakers with a message, motivational speakers to set the tone of your conference or a facilitator for your annual retreat.

Keynote Resource speakers bureau works closely with executives, meeting planners and training directors to create events that result in highly productive learning or are just plain fun. We can identify business speakers, inspirational speakers or motivational speakers that are well suited to your event, send you videos and press kits to help you with your speaker selection and we’ll work closely with the keynote speakers you hire to ensure they customize their presentations to meet the specific needs of your audience.

We have speakers in all areas including Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Hawaii, Illinois, Indiana, Iowa, Kansas, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, New York, North Carolina, Ohio, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, Washington and Wisconsin.

We can book speakers for you worldwide, in Canada, New Zealand, Australia, Singapore, Hong Kong, China, Ireland, England, France, Italy, Switzerland, Denmark, Sweden, Brazil and The Bahamas. Click Here to Search A Speaker

Speaker fees are determined based on a number of factors and may change without notice. Fees may vary based on the speaker’s availability, supply and demand, program length and location of the event.

Each fee range listed on this website is intended to serve as a guideline only. In some cases, the actual price quote may be above or below the fee range stated. For the most current fee, please contact your representative directly.