Late-stage negotiations are often defined by tension. The broad contours of the deal are clear. The economics are understood. Each side knows roughly where the other stands. Still, progress can stall.....

When negotiators hear an ask we don’t like, we contest it, reduce it, or make it go away entirely. In practice, that reaction often does the opposite of what we intend: It hardens positions and turns a workable negotiation into a standoff.....

When we decided to host a webinar on using AI in negotiations, we knew that nearly everyone in our audience was already experimenting with it. We also knew that very few people felt confident that they were using it safely or in a way that actually improved results......

Negotiation isn’t always about what you do when everything goes right. It’s often about what you do when everything goes sideways. Let’s talk about what to do when your plans get disrupted, whether by a winter storm, a supplier issue, a budget cut, or the client suddenly saying, “We need this by.....