Asherman Associates new quarterly update and newsletter

FALL 2015



The current newsletter is the second in which we are reprinting an article by Dr. James Greenstone. The earlier article appeared in February of 2013. We particularly like Dr. Greenstone's approach and urge you to review his suggestions.

  The Relevant Negotiator
      By Dr. James Greenstone

Negotiation is about skill. Regardless of the venue, the successful negotiator will be the skillful one. Not all negotiators are trained in police negotiations, or business negotiations or legal negotiations. However, characteristics shared by all, regardless of venue, are the skills instilled in each about how to deal with people and how to negotiate with them. Negotiations are negotiations. If you remember that, all else is commentary. Always do what you know how to do. That makes the negotiator relevant.

Suppose. Just suppose that you are face-to-face with a suicide bomber. As a negotiator, what do you do? What do you say? What's next? Who cares? Keep reading.

Read the article in The Negotiator Magazine.


 RESEARCH NOTE - Who Should Open?

Negotiators have long wrestled with the question of who should open.  Northwestern University assistant professor Adam Galinsky argues in Should You Make the First Offer, Negotiation, September 2004, that you gain a powerful psychological advantage when you make the first move.

“Specifically, when a seller makes the first offer, the final settlement price tends to be higher than when the buyer makes the first offer,” writes Galinsky. Why? Because of something called “anchors” or how the mind digests information. Experts put it this way, “When considering a decision, the mind gives disproportionate weight to the first information it receives,” write authors John S. Hammond, Ralph L. Keeney and Howard Raiffa in The Hidden Traps in Decision Making, Harvard Business Review, Sept-Oct.1998. “Initial impressions, estimates, or data anchor subsequent thoughts and judgments, ”they explain.


If you have a chance, see the new Tom Hanks film, Bridge of Spies. It includes a fascinating negotiation between Americans and Russians over the release of Francis Gary Powers. It is also a first rate movie.

In addition, if you get to New York, you want to see the play King Charles the Third. In addition to being a good play, it also has some very interesting negotiations built into it.




Ira now has two speeches available. They are:

BECOMING A SUCCESSFUL NEGOTIATORWhat the cast of Friends, the Big Bang Theory and other notables can teach us about negotiation.

This is not a generic presentation with a few Pharmaceutical comments, but a product of the many programs we have conducted for industry, the FDA and CRO’s. Drawing on examples from television, the movies and politics, this forty – five minute presentation will get participants thinking about their own and the department’s performance.


Building a first rate regulatory department does not happen by chance. It requires work and discipline. This presentation, drawn from our work with the FDA and industry, will outline the factors limiting success along with the seven critical elements of the high performing regulatory department. The presentation is ideal for that upcoming worldwide or regional meeting.


Contact Asherman Associates at 212-243-0782 or email

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