“Are you an industry expert?” As a negotiation consultant, I hear that a lot, and it highlights something important: Most organizations assume that hiring someone from their own industry gives them a competitive advantage at the negotiating table. But, does it?.....

Imagine meeting, and the other side says, “We might owe you money. We’re not sure how much, or when and how we'll pay.” That’s essentially where American businesses find themselves now with tariffs. Deals can stall because critical questions simply can’t be answered in the moment. Waiting for.....

The US Olympic bobsled team had a catastrophic start recently. Three members failed to load into the sled. They just . . . didn’t get in. Which left one guy doing a job (at 90 mph!) that requires four people. They intended to work as a team, but it just didn’t happen.....

Late-stage negotiations are often defined by tension. The broad contours of the deal are clear. The economics are understood. Each side knows roughly where the other stands. Still, progress can stall.....