A couple of weeks ago, I wrote an article, Give Me the Hard Stuff, about how to deliver the bad… Read More →

Price is often the first thing people focus on in a negotiation. It’s easy to measure, easy to compare, and… Read More →

Negotiators love to build momentum. There’s a natural tendency in a negotiation to start with the easy issues — knock… Read More →

The latest round of tariffs has set off a flurry of reactions across industries — some rational, others reactionary. Businesses… Read More →

Read this, or else! As leaders, pundits, and influencers try to simplify incredibly complex topics into shareable sound bites or… Read More →

When organizations want to improve their negotiations, they tend to focus on benefits like better deals, stronger relationships, and increased… Read More →