Master Negotiating Tactics featuring Richard Solomon, Noted Attorney

tonight's show I'm going to be joined by noted Attorney Richard Solomon Richard what are we going to be talking about it depends are my adversaries listening hey you're an attorney well if they're listening it's topic a but if they're not it's the the secret methods to successful strategies in negotiation [Music] once again we are number three in New York AM radio according to the Nielsen ratings that's a big deal you know why we got that because of you every single listener thank you so much for the trust you put in that we're going to deliver incredible business content week in a week out and we deliver um Tonight Show again featuring Richard Solomon but Richard Solomon you're an attorney you're in the courtroom dealing with clients you're dealing with all types of scenarios sometimes you know there's there's a term zero-sum game sometimes you got to give a little bit sometimes you can't sometimes so you know we're gonna hand over the floor to you but it's not a simple thing there is no right that let's you know a straight you know like to get from my office to JFK you get on the Bell Parkway if there's traffic you go on Pennsylvania Avenue but you're dealing with negotiating it's a lot of fine points here there's a lot of skill that's involved Richard Where Do We Go From Here you that's your title Master negotiating tactics you make it sound simple huh well first of all thank you for the honor of being it's always great for being with you yes it is a privilege to be here and it's a privilege to be on the I Heart Radio Network thank you so thank you for that of course and congratulations on the the numbers yep oh all right so let me give you a typical scenario uh to start with and I'm going to give you a great story right after that the typical scenario for let's say for lawyers because there's all kinds of negotiations there's all kinds of contexts there's lawsuits there's contracts there's employment joint venture I have a list here development contracts and suppliers entertainment there's all kinds of things which provide a negotiation platform or context but the typical one that a lot of people see on television and I experience all the time is courtroom negotiations and there's always like this flawed model in courtroom negotiations you go to front of the judge it's now everybody's exhausted from two or three years of you know exchange of information called Discovery the the court doesn't want to try the case uh it's going to be expensive and long if you have to pick a jury you know it's going to be long nobody wants to serve so there you are and the judge says to the plaintiff plaintiff what are you looking for 100 bucks you know they just throw some kind of number out there and then they look at the defense and they say uh well what's your reply five five dollars so right away we start with a polarization and the tug of war begins and there's the mindset that if I give up a dollar it's one less dollar for me one more dollar for you and and then there's all this emotion that's attached to money uh you know I'm winning I'm losing it's and I'm like I look at it very differently first thing you got to do no matter what is do your homework okay and you can't start with just numbers I'm going to give you a quick story [Music] a long time ago in another County I was given a file uh an attorney was retiring and I I was given the file because the person was going to move out of state and give up the practice of law and they said okay this is what we got we have a sophisticated client they went into a deal they lease some equipment because the covid the equipment was not usable imagine like something like say dental equipment where you know you're in people's faces and yeah this is at the height where you can't have personal contact six feet away the whole bit so there was sort of like this impossibility of performance thing but I was told ah it's all boilerplate there's not much you can do so I'm like well that's not really that good that doesn't give you much to to work with so I looked at this very carefully so the first path is the lease says X you want to pay Y and there becomes the tug of war right I looked at this and I said to the client who's a very sophisticated person I said did you look at what you signed he goes yeah yeah it's standard I said did you really look at that that really fine print do you see what what's in there he goes well what'd you find I said well the company is in Texas and they want Wyoming law just changing it up all right so so I said so I made a motion to amend the answer that says look nobody hears from Wyoming the judge doesn't know Wyoming law none of us are members of the Wyoming bar I don't know how you're going to apply Wyoming law and it just so happened when I looked up the particular law there was a lot of Escape Clauses under Wyoming contracts to obviate the harshness of the covid situation so all of a sudden by doing my homework I was able to escape the polarization of 105 blah blah blah and I said how you know how are we going to deal with the fact that nobody's from Wyoming and there's all these defenses and we're going to be scurrying around guessing what a Wyoming Court would do we're not in Wyoming apparently we went to the Sue is here and all of a sudden I changed the entire Dynamic of the polarization by doing homework and getting sort of a tactical leverage there's all these people who have all these books and there are a lot of great books there's the Harvard getting to yes bug there's the book called Never split the difference by a guy named Chris Voss I think it was an FBI negotiator he talks about tactical empathy and one of his big lines in his negotiations is you present a problem to the other side like well how am I supposed to do that you know like I guess because he's talking about Ransom well we need a million by a million dollars by tomorrow well how am I supposed to do that you know and then you throw the problem back at them in some ways I said well how are we going to deal with this so I was able to get a better resolution than the 105 you know 90 10 right you know this and that where they have to then maybe you need a mediator and everybody you know how mediation actually works you know it's good and but they just tell each side how terribly flawed their position is to get them to weaken to get them sort of sort of in the middle um and then of course how much you're going to spend to save the money uh that's also a big problem is the hemorrhaging of time and money to save a dollar you know that's another issue but you got to do your homework and then you know there's all kinds of styles there's no one way to negotiate anything and one of the things that you know I talked about saying pre-production was the different questions and negotiation is like number one who's not going to be The Negotiator do you have a situation like like baseball where you have the starting pitcher and then you have someone to come in to do the relief pitching you know that kind of thing do you send the people without Authority so that they have plausible deniability and then they have to quote get Authority uh you see that sort of like like with insurance type situations where there are people who are negotiating and of course they have to say I don't have the authority I got to go get it and of course in court they always say you're supposed to come with authority but you know who knows what really goes on behind the scenes so Richard yeah yeah so just before we go before we go any further let's even just recap because there are a couple of key points from this segment and before we get to uh many more tactics that you'll be addressing tonight's show number one do your homework at such a great an important point you know so many people just kind of like dive in and like yeah I know I I have everything with me but if they did the homework in the case that you had about Wyoming because you did that homework you totally changed the scenario I mean completely to you're like you probably caught them completely off guard like like where did whoa where did that come from and it was legit you're like you found it in there it said it's going to be judged by the the the the laws of Wyoming and so like I mean you caught on flat footed I imagine well what I said was I could either this is my only case but I can start calling people who you're suing they're all on the court system and I could just whisper the defense to to all the people or we can settle this up and I'll just go away quietly so you decide wow so that I mean the importance of doing homework um and the second point is what's your plan meaning this this is this is not necessarily just for a courtroom scenario this is a in a business negotiate a negotiating scenario um maybe actually like you know like Richard said it's a good good point and a good cap bad cop type of thing you know he's sending someone with a little bit less experience and then and then let's let's hear them out and then they come back and did you have the authority you didn't have the authority yeah that that's that's maybe you could just explain that one more time and then we go to commercial break it's it's not really about experience so much as you know they're handcuffed from giving the other side too much but one like you ever watched like the show with the um the Antiques and this and that what they call the expert in for an evaluation in in all negotiations when you feel you need somebody to give you some expert Insight call them in you know sometimes it's like if you can't do the homework because it's not something you could research maybe you want to ask somebody who's an expert in this field you know like let's say you're trying to recover some kind of damage well call in the plumbers and the drywall people and this and that or whatever and say look what is this going to cost and get real numbers in other words have real expertise facts homework because you can only negotiate with real facts and real information as opposed to this is what I want or this is what I need or it may just explain like like emotional stuff it's gonna cost a million dollars like whoa you know like what's the data right and then you know everybody also this they I got to go high because I'm going to end up compromising and sometimes there's not really necessarily a place for that sometimes you want to come in to a negotiation being reasonable really with a lot of backup and then just really holding as much Grand as you can but that's like a Nuance it kind of depends on the situation depends on who you're dealing with depends on it what the form is and if you're in front of the judge or mediators or whatever because a lot of times I'll say to people I won't do that let's try this instead and you'll you'll give all your backup You'll Play all your cards you say this is infinitely reasonable and then you kind of stick to it and what you have to do then challenge them and says look I understand you want to bet a deal but this is what really is I know that Chris Voss talks about the book about what's fair and fair is used as a weapon and then you have to turn around and try to say that it's not fair and then it becomes another another tug of war but yeah tonight's show Master negotiating tactics and whatever industry you're in I mean was speaking with a noted attorney but whatever industry you're in you have to master certain skills whether you're negotiating uh a salary a contract or hopefully not but a dispute in fact at the beginning of the show Richard Solomon mentioned uh you know let's say it's a court scenario and you got a hundred dollars on one side and five bucks on the other side now wait a second Richard I mean come on let's go a little time out there if that's it now you know what unfortunately when people become when it becomes emotional and people become crazy yes they'll fight over that 95 by the way I'm afraid to ask how much someone would spend imagine the one that's trying to get the 100 and they're spending like 50 thousand dollars over that ninety five bucks come on guys oh believe it or not in small claims court you know you actually see people literally fighting over the smallest amounts of money and they come back you know multiple times you know for either so I mean it's just it's emotion it's emotion that it's it's emotion it's in the kishkis I am not gonna give an inch I mean it's just that's right well that's why you need outside advisors to sort of help the decision-making process and sometimes it's in the court system sometimes it's your Advocate you know there's a reason why the person who's in the negotiating um seat like like you know like for example actors and uh things like that they have agents and the Agents do the booking they negotiate because this way the person is removed from Yeah Yeah from the back and forth that's correct because it is a negotiate this you know let's let's be honest we're all we're we're humans we're creatures we're creatures created by God and and we're we're we're we're wide with emotion right I think what the the stat is that we you know decision making is what 90 emotional and then 10 you know factual based and that's that's the reality so you're right if someone's negotiating with an actor and it's let's say it's a I don't say brutal negotiating uh scenario but you know they go back and forth by the time by the time it's all settled you know the the you know they can ruffle the feathers so to speak and and that could affect the quality of the performance so or the relationship or the relationship and and meanwhile that that can't afford to have that happen right the actor on the set it's got to do his job perfectly right now one thing that my father taught me who's he's a great negotiator uh you got to be able to walk away one of the most powerful negotiating tools is not to necessarily agree to anything if you can't if you can it depends again you know if you're in a lawsuit of this debt let's say you're looking to buy something and for some reason you just don't feel that the price is right for you there's nothing that says if the negotiation doesn't go past a certain point they have to keep negotiating the it's there's a very there's a gigantic power in Walking Away saying all right look not for me sorry maybe maybe next time and that's okay and most people don't really do that they kind of get up and it's sort of like you know this whole you gotta win we have to be winners sometimes the winning is actually not losing you know or not getting into a bad deal or or you know you got to just say look there's Alternatives there are other people there's other suppliers there's other vendors you know one of the things that's great about having the internet is you get to see the whole Marketplace and you can get a lot more information very quickly and who knows what AI will provide to that equation but but you don't necessarily have to make a deal not everything is deal worthy and not every negotiation has to end in some kind of handshake deal now but again it depends you know the problem is I guess they have to be very clear there's no size that fits all there's no one rule there's no one Maxim there's so many different things I know that in the book never split the difference uh the FBI hostage negotiator says how do you compromise when this hostage is you know they keep two we keep two I mean you know like how does that work you know you have to really look out for the very safety of the people and and deal with some high stress things and he talks about that but we don't have that but it gives you a lot of insights and then there's the other book that I referred to it's called start with no but everybody's got a completely different Viewpoint and I think it's not only the Viewpoint it's your communication style where you are and the hierarchy of things your power position your powerless position um uh what the scenario is what's the goal I think it's very important to know what your goals are um a lot of times you have to look at what do you actually need to get out of this negotiation sometimes when you're on the paying end you want to pay as little as possible but there's intangible benefits maybe there's something that you can get by settling early like maybe you don't have a claim on your insurance or there's not going to be a public record of a dispute so maybe you pay a little bit more for that Advantage um sometimes you have to be very creative in negotiations like maybe the other side could give you something like a service that they provide that's kind of inexpensive for them but of Great Value to you so to maybe break the impasse you say look why don't you wave this and I'll take so much of that to offset this um I I I'm trying to think of just how to rephrase this situation by that situation where somebody made a huge mistake ouch and they didn't want to own up to it and and I was trying to say them look you've got this as sort of an asset and you're squandering it why didn't you provide that to us and this way you don't feel like you're writing a check right is this you know when it comes to rain check people have arthritis and pains and you know all these things that just you know the sling won't you know they can't get the hand out of the sling to write the check or or somehow they can't push the button to transfer the money it's you know they have all these problems impediments so they say look I know you don't want to write the check it's the fingers may be in a splint they're broken I know but this is how we get away with not having to do that now one really important point is communication style I know you had one of your past guests was James rosebush yeah and we talked about communication we talked about humor and I'll you know sometimes you have to use a little bit of humor in the right place to break the tension and I remember a situation where my client missed a deadline and we owned it and I said and I said to the other side you know what this reminds me of and they're like what they didn't know what I was going to say right so it reminds me of The Far Side comic where you see Noah's Ark with all the animals staling off into the sunset and you see two dinosaurs at the dock and they're saying was that today [Laughter] you know and you try to bring a little bit of humor to break it up bring Humanity get some of the emotion out of it you know you try to you know do the right things it's like you know there was a there's another standard joke that I use also in the negotiations like let's say there's a bunch of defendants and everybody's gonna have to pay something to kick in and I'll say something you know what this reminds me of a rising of a joke where these two guys were on the Titanic and the Titanic is sinking and the last two guys on the part of the boat that's out above the water everybody else is in the Life rafts are even worse and it reminds me and one guy starts crying and they're about to go down and the other guy says why are you crying it's not your boat you know right like that you know but yeah you know you got you got to break it up you got to break it up but you got to do it in the right place the right time you can't be um insulting and you can't be uh doing it but you got to do it sometimes you do it in the hallway you do it just show Humanity that you're still real people that you know you want to get there you always want to show respect I think it's very important to communicate to the other side that you acknowledge the realities I think that's not really done it's like look I know that you want a b and c but I need CD and E or and then you know and I guess that's where the book getting to yes is all about is to try to find the the things that sort of everybody could agree to and build up from there but it kind of depends but I think what misses the point in many negotiations is just it's just a hundred thousand five thousand hundred thousand five thousand not a penny more I can't believe this and and you got to break that you have to talk about Concepts you have to communicate you have to be Humane and show Humanity you must be respectful and differential and a lot of times negotiations get very heated you can imagine what it's like where let's say you're on the phone you're just doing a conference call and it's like the lawyers and the clients and then there's always this Tipping Point where all of a sudden the voices start getting raised and then there's the accusations and the finger pointing and then the response and then it just starts spiraling out of control and if you can you got to be able to put the brakes on that on your side saying oh look look we're about trying to move forward all right trying about moving forward and you have to use a gentle voice and you have to maybe even tell your own side look let's that we're here to move forward because obviously you're negotiating because you couldn't reach an agreement right you know so it's obvious that there's some kind of impasse Problem whatever because if the job is like hey Rich you can have uh you know your own radio show will give you X dollars to start tomorrow and it's like great you know but but nothing seems to be that easy everything's like what about this and what about that and I need this and can you do that and I need step blah blah blah and all that's got to be worked out and that's where you need homework advisors maybe disinterested third parties both to speak for you and to advise you I mean I I tell people all the time some of the most important people you'll ever get advice from are from CPAs and I say that as a lawyer you know people will say no no we need to get a lawyer involved I'm like I'd call the accountant first because if it's about numbers and finance and implications and tax and this and that I'd rather find out from uh tax expert or financial expert uh where where this is going to go first because not every answer is a legal answer and negotiations aren't necessarily legal they're very psychological and that's where communication is about psychology different being differential and respectful is about psychology knowing the timing knowing when to start knowing when to take a break it's all psychological unfortunately a lot of that doesn't come without experience and sometimes hard lessons of failure build your experience now in preparing for the show when we reviewed the notes you had a line and this is what you've been talking about I just want to hone in on this before we go to commercial break can't think of a number in particular it becomes a tug of war numbers have emotion attached and and that's whether you believe it or not that's that's the reality so if someone's at 100 someone's at at uh you know five there's a number then you're you're anchoring in you're digging in you're suddenly so perhaps you could again just come back at that the importance of like removing any items or any elements that that Force the mind to dig in and then this this this there's no room for compromise one of the things that you see a lot of is in the hallway or you know we can't go below a hundred we got to get more than 200 we you know it's and then what happens is you're given a parameter it's like we cannot settle we cannot spend more than three hundred thousand dollars period I don't care if we charge cost a million dollars for damage our budget's 300 000. well then you guys start thinking about what you can do to deal with that maybe this bankruptcy maybe there's other things but the problem is is that when you get just a number and it may not even be a reality based number maybe the person says that's all we could afford I'm like but but that 300 May cost you 600 somewhere else I mean you gotta think very Global on a lot of this stuff so I say don't really think about it just the numbers there's a totality of experience and consequences out there uh what about the court filings what about reputation issues uh what about and of course this confidentiality agreements and there's no matter what I say there's going to be an exception or a footnote to everything so all the people out there I I know that but I'm just trying to give guidelines and the guideline I have is numbers become Flash points and as soon as you go below or above numbers people get agitated and then agitated goes to anger and then then what happens is people aren't so nuanced and polite in their discussions and then everything becomes inflamed and then it's the tug of war you know not doing this I'm not doing that you know forget it you know I knew this was a bad idea and then everything falls apart um now good mediators uh know how to do shuttle diplomacy you don't always get that sometimes maybe you need to buy that let's say you're working on some kind of very complicated deal now when everybody's lawyers up all you're doing is getting reinforcements to your polarized position sometimes you need somebody to cool things down and maybe to be the objective voice because you know that's what mediators are supposed to do so you give now one thing I always talk about uh in negotiation and I kind of kid around about this um I'll say to a mediator look I know that round one is the Airing of the Grievances can we just get that out of the way because because sometimes right everybody needs to air all their resentment and anger and whatever so I'll actually say let's have the Airing of the Grievances let's everybody take 15 minutes have a monologue and just spew everything that upsetting you and then once that's all out let's then let's talk and believe it or not that actually works but it depends you know it depends on the circumstance sometimes it's great because people feel like they need to be heard and it gets it out of them and it's like all right we can move on now because a lot of times people feel voiceless in this world and they want to be heard and they feel that their grievances have not been acknowledged or recognized and sometimes to just get that out we'll Aid in the negotiation process but again it's not one size fits all and these are sort of just Clues as to what may work in a particular situation it may not sometimes it's highly appropriate sometimes it's a terrible idea yeah but these are just the problem is over the multiple decades I've been doing all of this there are times when this idea this kind of style this approach this format will actually do something because what ultimately what you really want is you need progress and you need to move the ball forward yeah you need to get past the stuck and the only way to get unstuck is to have some method of either communication or style or formatting or intervention to get people to loosen up because in the end unresolved disputes there has to be has to be a an end game in mind but my guest is Richard Solomon noted attorney and tonight's show is Master negotiating tactics by the way among uh your materials what was the book you wrote about uh what how to fight and win and what winning in the small claims court winning in the New York small claims court oh it's it's a simple step-by-step guide for everyone now out of print but you can always call me you know hey add a print you got to go back and print that means it was sold out it was a bestseller come on you got to get back and print Richard when the Gutenberg Press printed it it was before the ebook now speaking of that and for your centuries of experience I'm sorry decades okay okay I mean are there some like kind of don'ts are there some things that when and again tonight shows about master negotiating tactics are there certain things that someone like you know you really shouldn't go there just you know whatever you do don't do that what what are what are some of those laundry list so uh number one unreasonable positions if you start off with a highly unreasonable position that's not going to work to your advantage and and I don't mean High I mean unreasonable and there's a big difference when you ask for something that's outrageous like you know I need a million dollars I need a helicopter and a written apology from everybody in the company like you know you can't you know you just can't yeah push you know but you you would not believe what I have been privy to in the demand list and I'll be like look we're not going to get that don't even ask that's not how we're going to start so you can't be unreasonable you could be you know healthy demands you know whatever but you can't be unreasonable uh you gotta be deferential I've had people literally during mediations just pick up walk out and leave like like I've had people who literally say I I ain't gonna take this blank anymore and then they walk out they hit the elevator button ding they're in the gun and they're like you know and then when you call your client you gotta come back I'm gone sorry done do without me you know that's not good it doesn't doesn't bode well um you know but I've seen that uh you can't be insulted uh there was we had a mediation in front of a very prestigious media this is a person who I think everybody who is in the legal industry looked up to this particular person and one of the people was highly insulted just and I'm like I had to pull the guy who wasn't my client and I just said do you know who this guy is I mean you can't do this this is this is you know like I don't care that you're you're maybe older than but he's kind of close to the age to you but this guy is revered and he's really well respected you can't do this and I've seen that I've seen people come in unprepared I've seen people come in with sloppy papers incomplete papers you know they're trying to establish something and you're looking and it's like almost like a puzzle you're trying to figure out what the pieces are and there's a lot of pieces that are puzzle that are missing where people don't have uh they don't have things like let's say they don't have a canceled check they have like the front of the check how do I know that this was actually right that it was real yeah you know or you you get all these things like oh it cost me this well look I I remember a good case that I had where I was in court and I was watching the case before me okay because you always learn in court right and then so somebody said oh you know the Marshall came in and then I I I uh all my stuff was put on the street and then the judge was like well do you have any proof of anything no do you have any pictures no do you have any receipts no well then you know what do you have oh but it was like fifty thousand dollars worth of stuff I'm like for fifty thousand dollars worth of stuff you'd have either insurance on it or you would have had an inventory to have cell phone pictures you know something and the court was like you need to come back with some proof because uh you're not giving me anything and you know it was an important lesson to watch which is you got to be prepared and you have to have backup um you'd be surprised how many people come either empty-handed or not enough copies I mean certain things like let's say you know even though now we're still in the virtual world and it's all Zoom and you can do screen sharing if you're going to give like some kind of presentation maybe you should have like a package and a copy for every site so one for us one for you one for the mediator or whatever or you exchange this you're in the other side even if you're doing something like salary negotiations maybe it's important to come in with a stack of information about what other people get in other kinds of Endeavors at this level because you know that's going to be the tug of war well we can only afford this and we're going to say look I have job listings from you know blank uh companies uh and they're all offering 127 000 as an average you know 100 to 60 kind of in the middle and you know your average of like say 85 is like like really below what other people are whatever and then you say look in the New York City it's higher whatever but you got to come in and you have to have handouts and you have to have compelling handouts and things that are on the mark you know it's like you can't come into a mediation about let's say or just a discussion or negotiation about salary and and you're talking about I don't know like how much Furniture you're going to get in your office that's that's not where you start you know or what you need uh or how much staff you're going to have you gotta or you bring materials so but you gotta come prepared now on that point in fact after the commercial break would love to discuss from the let's say the positive side when someone is negotiating to get something they don't want to you know damage the relationship but they're going it's not a matter of settling it's not a matter of mediating it's a matter of getting what you want to get through negotiating and yet at the same time making sure to maintain the the a great standing in the relationship uh before I go to a break Richard how can people find out more about you what's your phone number and your website all right the solomonchannel.com olos Solomon channel.com and it's 516 371 4924 516-371-4924 and if you have commercial truck criminal tickets I am especially interested in those yeah yeah Richard Richard is the address I mean I know when when necessary to reach out to Richard you definitely want them on your side I'll just leave it at that tonight's show Master negotiating tactics and we're speaking with noted Attorney Richard Solomon certainly you want him on your side if you need a great attorney and thank you um you know for uh yeah we'll leave it at that we're not gonna discuss anything confidential there but thank you Richard for uh all your great work on when when needed uh now before the break we had mentioned that we want to spend the last we have roughly less than 10 minutes left to the show we want to address negotiating tactics when you're looking for something you want to maintain a uh a a a a a great pristine relationship with the individual and so it's not a matter of in a courtroom where you're trying to settle and who's going to be left with what but rather whether it's for uh let's say let's say a company with a client this is a great example company with a client and there's some points that just that you know some of it is price some of it is um the arrangement doesn't make perfect sense and it's going to need to be some give and take but at the same time there needs to be a great relationship that remains intact it's not like they're settling and that's it and then they both sides never have to talk to each other again no that's not the scenario here they're coming together but there's some delicate stuff that needs to be worked out what are some of your takes on that in terms of mastering the negotiating tactics and that's and by the way in this scenario I'm going to include let's say someone is fundraising let's say it is a capital campaign a major building campaign and someone is negotiating for a million dollar gift right there they must maintain great relationships they're they they want the million dollar gift but there's some give and take with the donor what do you say to to that type of scenario number one is creativity uh what is often lacking in most negotiations is to break free from linear thinking it's this versus that I need to get this and you need to give up that and sometimes I say look where where could be where can we be creative so let's say for example with a fundraising thing maybe there's special perks we could let you in early we can name this after you we can give your people this we could provide that maybe you want to host an event here we'll provide the place for free you know it can't be just we're going to get a million dollars and we're going to give you a thank you you know sometimes it's more than that sometimes it's you know we'll put you in our magazine we'll put you in our newsletter we'll do something nice for your clients well whatever it is I mean it depends but but there's got to be creativity and smart people need to sit down and say what is what is a good expression of both gratitude in a situation like this and what could we give back that's meaningful to the other side that's worth value to them that makes Their donation valuable because if it's just look I'm going to give you a million dollars I'll deduct it and you get a thank you then what you know there's no incentive yeah you know so the question is how do you make it enticing yes they name the building after you but you know for how long after 50 years and the next donor comes in you know did they take out you know the the Chisel yeah knock out the place yeah and if the Solomon building announced the Jones building you know okay excuse me whatever you know I didn't know there was a you know an expiration date on the uh the money so you got to ask yourself what could we give and what could we do that's just meaningful and and that shows appreciation and but that also it extends to like contracts and incentives and bonuses and Milestones you know I think it was a big deal for actors to get residuals on reruns uh way back in the day and I forgot who it was but somebody originally when they did a a TV show said no I want I want a piece of this because you're not paying me enough up front and then they actually made a lot of money because in those days a lot of people got paid and then it was syndicated and rerun forever and no one got any money so you know you could ask for Creative Solutions like making money on the back end maybe taking care of some kind of situation maybe your conference room is always available on two hours notice if it's not booked for either my group or my business or my presentations I want to have an annual conference there I want to have my shareholders meetings there I want to have a press conference from there whatever it is um you know maybe I want to do a documentary about the donation and I need you to participate in it or we'll do the documentary for you and we'll put it up in all of our social media to show our gratitude to enhance your brand and our partnership there's a lot that can be done uh tickets tickets to events Department um maybe uh you know maybe you do something you have like a special Cinema special things and you you give back I don't know 500 free tickets and they could distribute it to people that are important to the donors circle of influence but there's all kinds of things and what I've noticed uh in a lot of fields is lack of creativity it's just I need this and let's get moving I don't have a lot of time for you and I think the whole post-covered environment of emails and texts and not being in the same room with people has really blunted the ability of people to have coffee sit down brainstorm be creative and I think that that's been lost especially on the younger generation which is more high-tech than in person such an important point that you raise that you know the human element I mean we're all human and and at the end of the day we can never Overlook the emotion the emotional factors that that that that come into play in any type of negotiating scenario tonight's show Master negotiating tactics and we were treated to uh you know and and of course thank you so much Richard for carving out I mean on a typical uh you know Sunday okay we pre-recorded some when we recorded their weekly uh prior you know that that to carve out an hour of your day to share with the audience is a big deal we're not going to ask you on the air how much you charge an hour but uh we certainly appreciate it now Richard how can people get in touch with you again Richard someone who you won on your side when needed um Richard how can people get in touch with you 516-371-4924-516-371-4924 my office is located in Nassau County but I'm I'm pretty flexible where I need to go and the phone gets you everywhere and then of course if you want to learn a little bit about my radio it's uh the solomonchannel.com and I have a whole YouTube presence and by the way so even on on the sound on the Salomon Channel they could find out more about your your uh you know to get in touch with you as an attorney yeah there's there's ways information but there's nothing like the phone 516-371-4924 because there's nothing like human connection I nailed it this wraps up a good addition of mind your business tune in again next Sunday night for another great edition of mind your business right here on 710 wor the voice of New York have a successful week thank you for watching and make sure to subscribe to this Channel and be notified every single time a new video goes live don't miss out on any of the weekly interviews that I have with top Business Leaders sometimes Fortune 500 Executives hit subscribe and turn on notifications [Music]