I once had a revelation that transformed my understanding of leadership at the negotiating table. I previously believed leaders should always be front and center. But I learned that effective leadership sometimes means stepping back......

Negotiations often come down to one issue: one side wants change, while the other prefers the status quo. The current US tariffs highlight this dynamic. No matter your political views, this situation provides an interesting case: How can negotiators alter or preserve the existing state of affairs?.....

Finally, AI for negotiators that makes sense. We’ve spoken with many negotiators about how they currently use AI, and their practices and tools vary widely. One thing has become clear: There haven’t been any tools specifically designed for negotiators — until now......

Not long ago, we were working with a customer to build a negotiation performance plan for their sourcing team. At the last minute, their Chief Purchasing Officer was replaced. Naturally, our deal was paused while the new CPO got up to speed, but we didn’t sit idle. We acted......