More than pipes and wires

What’s your negotiating style? Long term consensus builder or one shot scorched earth practitioner? Hufflepuff or Slytherin? Or maybe a little of all of them…

John Landis was an old-school negotiator for a well-run EPC firm in Washington State specializing in greenfield power plants worldwide. He would always negotiate the stressful and critical power island contracts himself, leaving balance of plant equipment and services to the rest of us.

 In my interview prior to hiring on, he explained his philosophy simply as: “I want the best deal for my company. But sometimes you have to walk around the end of the table and take their side in the negotiations. Because it’s the right thing to do.”

Must have worked – he built an awful lot of power plants around the world.