Some time ago, I was preparing for a negotiation in which I was pretty confident that I was owed some money. The math was clear. The agreement was in writing. Yet somewhere between reviewing my notes and getting on the call, I started talking myself out of it.....

“May the 4th be with you.” On this May 4th, I find myself thinking about Yoda. Not because he’s a Jedi Master, but because he’s a negotiator. Maybe even the best negotiator in the galaxy! He wins — not through force, but through wisdom, patience, and an almost supernatural ability to see what others.....

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......