Culture is one of those things that everyone talks about but few leaders actually manage. We invest in strategy, talent,… Read More →

There’s an old saying: You’ve made your bed, now lie in it. Great life advice. Terrible negotiation strategy. At some… Read More →

Some time ago, I was preparing for a negotiation in which I was pretty confident that I was owed some… Read More →

I’ll admit it: I’m an old-school Star Wars fan, and as far as I’m concerned, nothing beats the original trilogy.… Read More →

There’s a moment in almost every significant negotiation when someone plants a flag: “Before we go any further, you need… Read More →

Within the span of two weeks, I had nearly identical conversations with two leaders — one in sourcing, the other… Read More →