There’s an old saying: You’ve made your bed, now lie in it. Great life advice. Terrible negotiation strategy. At some point, almost every negotiator finds themselves handling a deal they, or someone before them, made under pressure or the wrong circumstances......

Here are 5 common reflexive responses to tension at the negotiating table. Recognizing them is important because responding in these ways may not be serving your deal.....

Some time ago, I was preparing for a negotiation in which I was pretty confident that I was owed some money. The math was clear. The agreement was in writing. Yet somewhere between reviewing my notes and getting on the call, I started talking myself out of it.....

“May the 4th be with you.” On this May 4th, I find myself thinking about Yoda. Not because he’s a Jedi Master, but because he’s a negotiator. Maybe even the best negotiator in the galaxy! He wins — not through force, but through wisdom, patience, and an almost supernatural ability to see what others.....