Dad's ice cream lesson: Don't dilute argument
 As we stroll into summer, let's not forget that negotiation can affect leisure activities, though typically in a softer way.
A friend recalled a conversation with his two young daughters while passing an ice cream stand by the town pool at about 10 a.m. Can you spot his mistake?
Girls: "Daddy, can we have ice cream?"
Dad: "No. It's much too early."
Girls: "Please, Daddy!"
Dad: "It wouldn't be right. Besides, Mom would be so mad at me."
Girls: "OK, we promise not to tell her!"
Dad should've stopped after, "It's much too early," before diluting his argument with the reference to Mom, which gave his girls the opening they needed to pounce on him.
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Supply chain analysis: Don't give it away 
Now that more suppliers are analyzing cost-service balance ( see Supply & Demand Chain Executive), it's more important than ever for sellers and buyers to value every concession.
So don't give anything away without getting something of equal or greater value in return. Some additional tips:
Sellers, don't just offer extra service, which can cheapen your product and encourage clients to expect this type of freebie every time. Remember to trade for something you need.
Buyers, recognize that a wish-list item like an extended service contract can be far more valuable than a slightly lower price.
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Welcome, Ross LaGumina, associate tutor
 Negotiating veteran Ross LaGumina has joined Scotwork NA as an associate tutor in Los Angeles to help serve the rising number of West Coast clients.
Ross brings an impressive record of successful negotiations in a wide range of areas including business brokering & sales, multi-million dollar advertising campaigns and employee benefits.
A certified business peak performance coach, Ross approaches every negotiation with a belief that, "There is always a way, provided you remain determined and resourceful." He lives in the South Bay section of LA with his wife and two daughters.
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Testimonial: Negotiation opens door to "closed" flight
 "A little over a year ago, I had a tight connection at the Johannesburg, South Africa airport on a flight to Pemba, Mozambique.
"Without a ticket, I successfully negotiated my way through security and customs simply by being polite and pleading my case.
"But once I got to the gate, it was closed, and there was no bus to take me to the plane.
"I found an agent at the next gate and politely asked her to help me get on this flight, which was departing in 15 minutes, stressing that I had important meetings with our regional president and the Minister of Oil (not quite true). Five minutes after convincing her to call her supervisor, I got a hand-written boarding pass, and a special bus took me to the plane.
"I could not have done this if I did not utilize all my skills for the past 20+ years of negotiating experiences. By the way, I made the meetings and won't ever take that route again."
Bill Henn, Halliburton
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