How to become a better negotiator by identifying what drives others First5000 magazine 26 April 2022


In March 2019 a bicycle accident left me with a severe spinal cord injury. During recovery I relied on my negotiating experience to explore for opportunity, seeking areas of common ground that met my needs and worries, AND those of my specialists. One crucial negotiation was about wearing an ankle foot orthosis (AFO). I was extensively told I needed a foot orthosis for life as I had lost almost all capability to control my left foot.


In hospital, I was told I had to wear it all the time. I negotiated.


I am certain I would not have recovered my walking ability to the extent I have without testing and removing (at least partially) the constraint of the AFO. Follow this link to read more.