Negotiation isn’t always about what you do when everything goes right. It’s often about what you do when everything goes sideways. Let’s talk about what to do when your plans get disrupted, whether by a winter storm, a supplier issue, a budget cut, or the client suddenly saying, “We need this by.....

I like to cook, and I was feeling pretty good about my skills . . . until my team cooked alongside professional chefs. It seemed easy, until the chefs started checking in on us. Like any professional skill, experience changes everything......

Recently, I had lunch with a friend who’s a senior executive. We talked about how to be flexible in a negotiation. “My friend suddenly asked, 'Is being flexible a good thing? In my organization, giving in to the other side’s demands is viewed as a sign of weakness.” .....

Looking back, 2025 was a turbulent year for many negotiators. For many businesses, that uncertainty led to delayed decisions, postponed investments, and a more risk-averse posture. However, the challenges of 2025 could very well create meaningful opportunities in 2026. .....