The Dark Arts in Negotiation: All The Dirty Tricks That the Other Side is Playing On You

Ted Russell
November 24, 2020


Ted Russell takes his negotiation teaching to a whole new level with this comprehensive dive into the “Dark Arts” of Negotiation. Drawing upon decades of practical experience and research, Mr. Russell shines a bright light on the dirty tricks that other parties are probably already playing on you in negotiations. These tactics are not just explained in concise terms, but they are demonstrated using professional actors who engage in these dirty tricks right before your eyes.

In this program, you’ll learn to spot the dirty tricks and why they work so well. Where Mr. Russell’s earlier teaching has focused on the ethics of using particular negotiation tactics, this program is focused on exposing the viewer to substantially all of the dirty tricks that you might face in a negotiation. He believes that we cannot hope to respond effectively to these tricks until we learn what they are, why they work, and how to recognize them in practice.

Come along for the ride in this first-of-its-kind dive into the Dark Arts of Negotiation, taught by someone who has seen every trick in the book!


Ted Russell, Principal, Russell PC & Former Executive Vice President, Business Affairs, Digital, Home Entertainment and Television Distribution, Twentieth Century Fox Film, Los Angeles, CA

Ted Russell is an accomplished lawyer, negotiations professor and business executive who currently operates his own business and legal consulting firm Russell PC. In this role, Ted helps corporations negotiate equity investments and significant commercial agreements; serves on the board of directors for billion-dollar companies; invests in and advises media and technology companies; and performs legal work for corporations, institutional investors and senior executives in high-stakes transactions. Through 2018, Ted served as Executive Vice President, Business Affairs, Digital, Home Entertainment and Television Distribution, for Twentieth Century Fox Film in Los Angeles where he negotiated deals for the distribution of film and television content in digital and traditional media. Prior to that, he was Senior Vice President, Litigation, for Fox Entertainment Group, handling all manner of legal problems faced by Fox's film, television, cable, sports and Internet properties, spending substantial time litigating in state and federal courts. Ted has lectured on topics ranging from ethics to negotiation to electronic discovery and crisis management. His true academic interest arises in the context of negotiations, and specifically the legal, ethical, and practical limitations imposed on lawyers participating in negotiations. He has served as a Lecturer at USC Gould School of Law, where he taught a course in Negotiation Ethics; as an Adjunct Professor at the Straus Institute for Dispute Resolution at Pepperdine University; and as a Lecturer on Technology Negotiations at UCLA and a Faculty Advisor at UCLA Anderson School of Management. Before joining Fox in 1998, Ted was a business and employment litigator at Gibson, Dunn & Crutcher LLP.

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