Jerry Lawson

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Reciting credentials is a tried and true method of building credibility. Prestigious school? Law review? Judicial clerkship? Your clients include Microsoft, Tesla and Google? By all means, recite every credential that might impress a potential client (or convince your current clients how lucky they are to have you in their employ).

Credential-flaunting can help, but

As an instructor at a prestigious negotiation program I like correctly observed, many, maybe most books on negotiations are little more than collections of war stories or Machiavellian tricks.

Sarah Federman’s new book Transformative Negotiations is light on dirty tricks but provides a sometimes head-spinning large collection of characters, anecdotes, tips, and examples.

It sets itself two ambitious goals:

  • Taking the