Elephants, gorillas and lions all strut though the jungle exuding the image of being all powerful. Your trusty elephant gun will prove otherwise! Bullies are not found only on the playground. As grown-ups, bullying is often a characteristic of those who have accumulated power or are in positions of power.

continue reading ...



A pack of wolves smelling your fear is likely to call your bluff when you are trapped in the open without your gun. Don't leave home without it. A negotiator's 'gun' is preparation. Using bluffing as a tactic is a strategic mistake if you cannot accept being called on it.

continue reading ...


Head hunters aren't interested in your dollars. Never venture into the jungle without something of value to offer the residents, like beads, trinkets or your mother-in-law. To barter is to trade by exchange of services, commodities or other valuables. Bartering is an important aspect of negotiations; often it can be

continue reading ...


When a lion charges, he is no longer listening. He is focused on only one thing....dinner! Barriers are obstacles that stand in the way of a successful negotiation. Better put, barriers are obstacles to effective communications as without a dialogue there is little chance of resolution. In order to communicate

continue reading ...



The difference between man and beast is that man assumes he is better than the beast. In the wild man is only a match if he has the right equipment, is well trained, and knows the jungle. A man realizes just how arrogant he is as a species when a

continue reading ...


Arguing is a destructive by-product of human interaction. Between nations, it can lead to war and mayhem. Between couples it can lead to war and divorce. Arguing is a less-than-productive form of negotiating. HOW IS NEGOTIATING DIFFERENT FROM ARGUING? When arguing or fighting the participants have typically discarded most productive

continue reading ...


A lion is king of the jungle. He does not show fear, he smells it. When you are negotiating conceal your anxiety lest the other person sense it and use it against you. It is natural to have some anxiety whenever you are in conflict with another person; especially someone

continue reading ...


A lion is king of the jungle. He does not show fear, he smells it. When you are negotiating conceal your anxiety lest the other person sense it and use it against you. It is natural to have some anxiety whenever you are in conflict with another person; especially someone

continue reading ...


Don't feed the sharks if you want to go swimming later. Once stimulated by blood they tend to lay in wait for the second course! The temptation may be great but to intentionally irritate another person while fighting, while satisfying, is usually counter-productive. The goal is to find a path

continue reading ...


Beware of cornering bear. He will roar ferociously and rear up on his hind legs in anger at being trapped. Enraged he can be expected to lash out unexpectedly, possibly striking a maiming blow. Negotiators are always watchful for 'tell's. Those indicators of what is to come or what the

continue reading ...