March Madness has a way of capturing attention unlike almost anything else. It’s often suggested that US businesses lose billions of dollars in productivity during the tournament as work competes with a compelling distraction. For the most part, this is harmless. But in situations like negotiations.....

The way you enter a room, the energy you bring, whether you seem tense or grounded — it all communicates to the other side before a single word is spoken. And it informs whether the conversation will be collaborative or combative......

“Are you an industry expert?” As a negotiation consultant, I hear that a lot, and it highlights something important: Most organizations assume that hiring someone from their own industry gives them a competitive advantage at the negotiating table. But, does it?.....

Imagine meeting, and the other side says, “We might owe you money. We’re not sure how much, or when and how we'll pay.” That’s essentially where American businesses find themselves now with tariffs. Deals can stall because critical questions simply can’t be answered in the moment. Waiting for.....