#41 – Are You Smarter Than a Lawyer? The "FAFO" Negotiation Style & How It's Ruining Your Deals

This week on S4N, Gene introduces you to media mogul family the Redstones (of Paramount) and breaks down the modern mantra of "FAFO" (let's just say, "Fool Around and Find Out") to find the point when pushing goes from good to too far. He also dives into the ins and outs of mediation: when it can rescue a negotiation, why people misuse it, and the key questions to ask before you sit down to make sure you're not walking in blind. You'll hear what it really means to make a "last, best offer" - how to hold your ground without tanking the deal, and why sometimes the smartest move is simply to walk away. This episode is packed with insights that every negotiator - rookie or pro - needs to master before their next big deal. It's about more than theory: it's about protecting yourself, managing tough counterparties, and knowing when to push - and when pushing will make the other side pull the deal. If you've ever wondered why some negotiations implode while others strike the perfect balance, this one's for you. Remember: negotiation is life. Mentioned in this episode:  Unscripted: The Epic Battle for a Media Empire and the Redstone Family Legacy by James B. Stewart and Rachel Abrams