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After graduating from the United States Air Force Academy, Geoff served six years on active duty in the project management field as a procurement officer. He was involved in the development and management of advanced aviation systems and space communications programs. After leaving the military, he joined the private aerospace industry as a business, contracts, and program manager for highly classified defense satellite programs. Negotiating and communicating were crucial and significant components of his business activities and pursuits. He led several teams that negotiated more than $4 billion in contracts, many of which were complex procurements involving long-range cost, schedule, and performance incentives. Many of these negotiations took months to complete, and that experience deep in the trenches provides the foundation for his negotiating seminars and this book. He has a strong background in the areas of personal finance, investing, economics, stock markets, marketing, and military aviation. He's a member in good standing of the State Bars of California and New Hampshire, and the U.S. Supreme Court.
EDITOR'S PICK⚡️- BookLife Reviews from Publishers Weekly ""Look for leverage in every negotiation,"" Michael writes in this clear-eyed, hard-nosed guide to getting ""the best deal possible under very trying circumstances."" What if you don't have leverage? ""Create it. If you can't create it, make the other party believe you have it."" Advice like that powers If They Won't Bend, Break Them!, a handbook for negotiators but also anyone wishing to improve the negotiating skills that, as Michael argues, everyone can use-buying a car, setting bedtimes, or even choosing what movie to watch. Michael makes a persuasive case that since each of us, knowingly or not, negotiates each day, we owe it to ourselves to get a handle on our haggling ability. While the book casts a wide negotiating net, Michael's centerpiece, a list of Twelve Fundamental Principles of Negotiation, is worth the price of admission on its own, warning against the ""warranty trap"" and reminding us all, in high-stakes business or everyday life, ""Only negotiate with someone empowered to commit."" Michael's guidance is detailed, practical, and convincing, drawn from hard-won experience in defense systems sales. From that work he offers some myth-busting claims: ""lawyers are less effective negotiators than people I've worked with in other disciplines,"" he argues. Other lessons demonstrate the importance of setting the bar beyond what you believe is attainable and acquiring thorough subject knowledge before starting any negotiation. Similarly, when one is the buyer in any negotiation, Michael urges starting ""well below"" where you'd like to finish, creating a wide ""upside margin"" that can be utilized in subsequent trading events. With anecdotes and examples, Michael shows how ordinary human personality traits can torpedo a seemingly promising negotiation and how ""fairness"" is ""a highly subjective term open to interpretation."" Occasionally the storytelling is self-regarding in a salesman's way, but the guidance is clearly built on years of hands-on, person-to-person experience. Whether you're preparing to buy a home, request a raise, or pick a restaurant, Michael can help. Takeaway: Persuasive, practical guide to negotiation tactics in business and life.
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