I asked a group of sales and procurement professionals how many of them consistently prepare before a negotiation. A few hands went up. Then I asked how many wish they prepared more. Almost every hand went up......

Culture is one of those things that everyone talks about but few leaders actually manage. We invest in strategy, talent, and technology and assume culture will sort itself out. It won't......

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.....