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.....

Thanksgiving dinner is frequently better the second time around. The flavors settle, the seasoning evens out — the encore can be as satisfying as opening night. Negotiations work the same way. We often perceive the “main event” — the meeting, the deal, the signature — as the finish line. In reality,.....

I couldn’t resist tossing in a quip: “Good luck with that!” Everyone stopped. My daughter turned to me and asked, “What do you mean?” I hesitated, slightly bewildered. I realized my harmless comment, meant as a playful aside in the bacon conversation, carried more weight than I intended. .....