One of our clients needed help with a strategically important negotiation because they just went through a complex RFP and were needed to tame an existing, overbearing supplier. Time was of the essence because contracts were expiring soon. Their first question to us was, “Where do we begin?”.....

Last week, we learned that The American Business Awards® honored us with not one, but two Stevie® Awards. The Stevie Award recognizes excellence in the development of business thought leadership. We’re humbled, proud, and honored to have received these awards. The fact is, this honor should be.....

An eminent professor of psychology ran an experiment in England with some people who considered themselves lucky and others who described themselves as unlucky. What he learned gives us insights into how we can approach the negotiating table......

I’ve been working recently on a large formal negotiation. In fact, there are 70 people in the negotiating room. Given the size and scope, the negotiation teams agreed on some rules of engagement. It occurred to me that these rules can provide great lessons for even the smallest negotiations......