There’s a moment in almost every significant negotiation when someone plants a flag: “Before we go any further, you need to do this.” A precondition to continue a negotiation. This standoff can be frustrating to deal with, but it’s not impossible to overcome. Here are 5 approaches that can help you.....

Within the span of two weeks, I had nearly identical conversations with two leaders — one in sourcing, the other in sales, but the complaint was the same: Their frustration was that their teams were using AI as a substitute for judgment rather than a tool to sharpen it......

There’s a moment most negotiators recognize. They’re in the middle of a difficult conversation, things are moving in the right direction. Then someone walks in. Some negotiators start performing in order to look strong. But looking strong and reaching a deal aren't the same thing .....

If you think people pleasers automatically strengthen negotiations, you’re wrong. Yes, they believe in the value of protecting relationships (and that’s good), but the choices that come from this urge frequently do more damage to outcomes than most negotiators realize.....