Cash Nickerson is chairman of AKKA North America’s Business Unit. He was President, CFO, General Counsel, and the second largest shareholder of PDS Tech prior to its purchase by AKKA Technologies. Previous roles include attorney and marketing executive for Union Pacific Railroad, associate and then partner at Jenner & Block in Chicago, and chairman and CEO of an internet company. He teaches Negotiation as a Professor of Practice at Washington University in St. Louis, School of Law. Nickerson has authored several books, with his latest book, Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange (Made for Success, July 2, 2021), named “Best New Release in Business Negotiations” by the Wall Street Journal. Learn more at cashnickerson.com.
Hard Negotiations, Soft Skills and Lessons from Mr. Miyagi
Humans are socially reciprocal. We expect the behavior we give. If we’re nice, we expect others to be nice. If we’re mean, whether we expect it or not, that’s often what we get back. We also believe in proportional responses. It’s built into self-defense law. If someone punches you, you can punch …
