Where deals get done

Sep 1, 2008 12:00 PM, By Glenn Bischoff, glenn.bischoff@penton.com

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Recently I have been playing the role of professor to my college-age daughter. I'm not teaching her anything about journalism — she's decided to do something much more meaningful with her life, which is to develop rehabilitation programs for children with serious illnesses, notably cancer. Rather, I have been teaching her life lessons. Lately I have been focusing on the art of the deal.

She has a tendency to be head-strong, stubborn, feisty and unwavering in her convictions, which pretty much makes her a chip off the old block. These are not necessarily bad traits — in fact, they come in quite handy in certain scenarios and are admirable in others — but they are problematic when negotiating with another party for what you want. I have been stressing with her that while compromise is never the ideal solution for either party, it often is the only solution if you want to get something done, especially when you're dealing with someone whose position is at the polar extreme from yours. Case in point: She wants my financial assistance to continue her education, which I am happy to provide. But I have explained to her that it will need to be done under terms that are acceptable to me.

In this issue, senior writer Donny Jackson reports on the decision made by the Public Safety Spectrum Trust board of directors to pursue regional licensees for the commercial D Block spectrum that will be paired with public-safety spectrum in the 700 MHz band to form the backbone for a nationwide wireless broadband network for first responders. This represents a major concession, as the PSST had been steadfast in its desire for a nationwide licensee, something that wireless carriers have said is a non-starter given the economics of the venture.

The PSST board also voted to alter its arrangement with adviser Cyren Call Communications, which had been a lightning rod for scrutiny and criticism from Congress, the FCC and the public-safety sector.

These are good moves. The most valuable piece of real estate on the planet is the middle ground, as it is where deals get done. Moving toward it puts the PSST — and the public-safety community it represents — in a much better position to get what it wants.