When we ask people about their negotiation issues, almost everyone tells us that their toughest negotiations are with the people they work with. Mastering internal negotiations is essential for achieving professional goals and fostering a collaborative work environment. What makes internal negotiations unique is that you’re dealing with people who you see every day. You…
According to the International Foundation for Electoral Systems (an NGO), more than 70 nations will hold elections in 2024, representing nearly half the world’s population. Not all elections operate the same way or lead to results that are the “will of the people.” But what elections do represent is change and, frequently, a change in…
We study trillions of dollars of negotiated commerce a year, and whenever we ask negotiators if they can identify the long-term value of what they negotiated, only 23% say they can. That seems nearly impossible! But when you negotiate without purpose, that’s exactly what can happen. Imagine you’re going on a road trip, driving from…
Have you ever had a travel situation that didn’t go according to plan? Yeah, me too. In the past year, an airline that will go unnamed lost my bags. I was excited to be traveling internationally with my cousin, who’s like a sister to me. We’d planned our trip to Portugal for six months. We…
The United States has wrestled with significant challenges: divisiveness and The Great Divide, states restricting women’s rights and voting laws, big businesses gaining more and more power. I should mention that I’m talking about the United States at the turn of the 20th century — 1901, to be precise, when Theodore Roosevelt was about to…
I recently delivered a keynote speech on “How to increase the value of your deals.” There was a lot of buzz at the meet and greet prior to the event about negotiation. As I mingled and people asked me questions about what I do, I quickly realized just how misunderstood negotiation is. When I tell…