Recently, I had lunch with a friend who’s a senior executive. We talked about how to be flexible in a negotiation. “My friend suddenly asked, 'Is being flexible a good thing? In my organization, giving in to the other side’s demands is viewed as a sign of weakness.” .....

Looking back, 2025 was a turbulent year for many negotiators. For many businesses, that uncertainty led to delayed decisions, postponed investments, and a more risk-averse posture. However, the challenges of 2025 could very well create meaningful opportunities in 2026. .....

When people imagine a competitive negotiation, they often envision a high-stakes standoff: two sides digging in, doing whatever they can to win. The idea of a win-win outcome seems unrealistic. If everyone is playing hardball, isn’t someone destined to lose? Not necessarily......

I’ve watched it happen more times than I can count: A team runs a perfect race in a negotiation, then, as soon as the finish line is in view, it’s like they forget how to run. Their focus shifts to “just getting it done.” They start giving away things they don’t need to or negotiating against.....