The US government is still shut down: two sides, both convinced they’re right, both unwilling to back down. The longer it drags on, the more “saving face” becomes the obstacle to making progress. But in a negotiation, that instinct can easily lead us astray......

I was at the Capitol in Washington, D.C. the night the government shut down. Unfortunately, I wasn’t invited in to help negotiate a deal. Then again, I don’t think either side was in a mood to negotiate. From the start, it was framed as a win-lose showdown......

In any negotiation, price, terms, and timeline are critical factors, but another element often matters just as much: who actually holds the authority to decide......

Contract renewals aren’t just administrative exercises. Done well, they’re strategic opportunities to strengthen partnerships, reset expectations, and create new value. In a recent roundtable with Luc Bertram, VP of Global Strategic Accounts at Ingredion, and Miranda Rohrbaugh, Scotwork North.....