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The Most Expensive Question
Read the post: The Most Expensive QuestionRecently, I was onstage making what I thought was an uncontroversial point: Negotiators should be more curious and ask more… Read More →
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“I Don’t Negotiate at Home.” Really?
Read the post: “I Don’t Negotiate at Home.” Really?As I go around the country talking to groups about negotiation, I remind people that it’s a life skill they’ll… Read More →
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Improve Internal Negotiations: Be a Creator
Read the post: Improve Internal Negotiations: Be a CreatorIn my position, I’m frequently asked some variation of the following question: “How do I get my internal stakeholders to… Read More →
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Why the Founders Almost Didn’t Sign
Read the post: Why the Founders Almost Didn’t SignTwo-hundred-and-fifty years ago, the Founding Fathers of the United States voted to declare independence. But there’s something most of us… Read More →
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Top 5 Negotiation Issues of the Year . . . So Far
Read the post: Top 5 Negotiation Issues of the Year . . . So FarHalfway through 2026, one thing is clear: The negotiating environment isn’t getting any easier. Markets are shifting, internal pressures are… Read More →
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Why You Don’t Prepare (and What It’s Costing You)
Read the post: Why You Don’t Prepare (and What It’s Costing You)I asked a group of sales and procurement professionals how many of them consistently prepare before a negotiation. A… Read More →