I was recently reminded of a saying: Negotiations are built on trust, not tactics. Without trust, even the best deal structures fall apart. Still, it would be a mistake to dismiss tactics. They’re not tricks, they’re tools. When used thoughtfully, tactics help build trust, manage the negotiation,.....

This year’s contract renewal season is anything but routine. New federal and state rules tighten compliance requirements, AI tools are transforming how companies manage their agreements, and a host of turbulent external forces are making long-term planning far more complicated. However, while the.....

As back-to-school season returns, it reminds me of my worst scholastic nightmare—a sudden “pop quiz.” I was reminded of this when discussing a contract renewal with a client who leaned back and said, “By the way, there’s one more thing we’ll need before we can renew.” I got that same sinking feeling.....

Mastering how to read digital signals — the body language of an online world — can make or break a negotiation. These subtle cues, hidden in timing, tone, and formatting, can reveal intent, interest, or flexibility. By learning to interpret and deliberately send them, you help keep conversations.....