This time of year is steeped in traditions that warm the heart, whether it’s baking special desserts, wearing festive sweaters, singing carols, gathering with loved ones, or watching beloved holiday films. In my household, one such tradition stands out: My wife listens to an audiobook of Charles Dickens’ A Christmas Carol every year. Each time,…
It’s that time: The clock is ticking, holidays are looming, the ball is about to drop on another year . . . and you still have deals to close! You’d rather be celebrating, taking time off, and recharging, but you have unfinished business, and that can feel overwhelming. If you’ve got deals to get done,…
Thanksgiving is upon us, and while most of us look forward to family, food, and maybe some football, we all know there’s another game happening around the table: the strategic art of the Thanksgiving swap. Negotiation at Thanksgiving isn’t just about peace treaties with that one opinionated brother-in-law; it’s also about securing your culinary favorites.…
I recently received a note from a client I’ve been consulting on a deal with. In it, she brought up an issue I’ve heard from so many people, I thought I’d share her note here. Dear Brian, I finally managed to get a meeting with my contact. However, it wasn’t easy — my emails went…
It’s no secret that last week’s presidential election was, well, spirited. In the aftermath, you might see a mix of victory laps and disappointed sighs, or your lunch break conversations may feel like a dance around landmines. Elections do that — they bring passions to the surface, dividing us along lines that don’t always fade…
We’re deep into autumn, which means it’s time to fall back. So, if you haven’t adjusted your clocks yet, take a moment to do so — we’ll wait . . . Done? Great. Days are getting shorter, meaning less time in the sun. It reminds me of how time flies during a negotiation. Sometimes it…