Good Negotiating to Succeed in Business


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A Harvard graduate, J. Randall “Randy” Waterfield is the Chairman of Waterfield Group, a diversified financial service company based in New York City. In 2016, J. Randall Waterfield was elected Chairman of YPO, a global leadership organization for chief executives. YPO recently published an article on negotiating at the next level.

Negotiating is part and parcel of doing business. Therefore, becoming a good negotiator is a key element of becoming a successful businessperson. However, many people misunderstand the concept of good negotiating and because of that, they approach negotiations with a winner-takes-all attitude. Good negotiating actually entails working side by side to develop mutually beneficial solutions. Negotiating is collaborating.

The first thing negotiating parties have to collaborate to uncover is each other’s interests. Here, they must be careful to differentiate interests and positions. Positions are derived from interests and arise from individual desires, needs, or fears. Take two people arguing over whether to open or close a library window. One party wants it closed, the other opened. These are their positions. The party that wants it opened wants fresh air while the party that wants it closed wants to avoid the draft. These are their individual interests.

To uncover the other party’s interests, good negotiators must learn to ask the right questions and listen actively. Once the other party’s interests are clear, good negotiators then embark on developing solutions that are agreeable to both parties.


Waterfield and Clinton in Conversation on the International Economy

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Waterfield and Clinton

J. Randall (“Randy”) Waterfield, CFA, serves as CEO and Chairman of Waterfield Group, which will celebrate its centenary in 2028. The diversified, privately owned financial services holding firm is headquartered in Miami, Florida. J. Randall Waterfield also gives back to his local and national communities through his support of the Waterfield Foundation. In addition, his participation in public life includes moderating interviews with former Presidents George W. Bush and Bill Clinton.

In September 2014, on the occasion of a meeting of the United Nations in New York, Mr. Waterfield and President Clinton sat down to discuss the state of the global and national economies.

President Clinton observed that the interconnectedness of the contemporary world economy makes promoting growth more challenging than it was under his leadership in the 1990s. He went on to outline the demographic and infrastructure challenges Japan and China are currently experiencing, saying that China will need to shift its focus more toward investment in internal development, due to the massive environmental problems its people face.

In discussing the United States, the 42nd President said that the country should look to the model of South Korea in terms of increasing its digital infrastructure. South Korea’s download speed, he said, was quadruple that of the U.S., so a national initiative to boost the American Internet infrastructure is in order.

Red Oak Partners’ Funds


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Red Oak Partners

A business executive, J. Randall (Randy) Waterfield serves as Chairman of the Waterfield Group. J. Randall Waterfield also commits time to Red Oak Partners, LLC, where he sits on the board of directors.

A hedge fund manager, Red Oak Partners was launched in 2003 under the leadership of David Sandberg. The company and its team research and invest in small-cap companies under $500mm in market capitalization. Currently, it oversees two funds, both of which have annualized net returns far in excess of their benchmarks.

Red Oak’s long fund focuses on micro and small-cap North American public companies that are mispriced and have a less-than-optimal following, based on their performance. The Red Oak team does not have short exposure in this particular fund and, instead, looks to achieve long exposure in the 80 to 100 percent range. As of August 2015, the compound annual return reached 21.86 percent (please see Red Oak’s performance disclosures).

The firm’s long/short equity fund invests in micro and small-cap stocks. Like the long fund, investments that appear in the portfolio are those that are underfollowed and mispriced. The fund has performed well since its creation more than 14 years ago, and seeks to optimize after tax returns.

Network Simplicity Software, Inc. – Meeting Room Manager

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Asure Software

J. Randall Waterfield is affiliated with a number of businesses related to finance and technology. As the Chairman of Waterfield Holdings, J. Randall “Randy” Waterfield is also a board member of a number of companies, including Asure Software (NASDAQ: ASUR). The company creates workforce and workspace management software, all on a state-of-the art SAAS platform.

Software programs that help to provide better access and system integration for personnel meetings, and efficient asset utilization are very popular with companies of various sizes since they save time and enhance productivity. The products and services created by Asure Software are designed to assist businesses with room management, personnel scheduling, and equipment availability among many other functions.

This service is available on demand and does not require installation, upgrades, or maintenance. Asure also provides prompt customer support to assist businesses with customizing their services to meet their company’s needs and requirements.

SMTC Facility Awarded for Environmental Awareness


J. Randall Waterfield, Chairman of the Waterfield Group, is a chartered financial analyst who has been featured on Fox Business News. In 2012 he was appointed to the board of directors for SMTC Corp., a public company incorporated in Delaware. The appointment was featured on several news outlets, such as Bloomberg Businessweek, Reuters, and Alex Walker, the co-CEO of SMTC, remarked that the company was excited to welcome J. Randall “Randy” Waterfield and his experience to the board.

A global mid-size provider of electronics manufacturing services, SMTC has more than 1,800 employees. Services offered by the company include printed circuit board assembly production, systems integration and testing services, enclosure fabrication, product design, and supply chain management.

Recently SMTC’s Chihuahua, Mexico facility was awarded the International Organization for Standardization (ISO) 14001 environmental certification following several days of rigorous audits. To earn this distinction, companies must limit harmful environmental impact while still enhancing and improving performance. The ISO provides both a standard and a framework organizations can follow to obtain the certification. Environmental areas SMTC focuses on include pollution control, adherence to environmental legislation, and minimizing energy use. For more information on SMTC, visit