Recently, my daughter headed back to college after spring break. Before she left, she asked for one thing: my peanut… Read More →

“Are you an industry expert?” As a negotiation consultant, I hear that a lot, and it highlights something important: Most… Read More →

Imagine sitting down at the negotiating table and the other side says, “We might owe you money. We’re just not… Read More →

I’m an Olympics junkie. With the Winter Games happening in Milan, I’m glued to my screen, watching sports I barely… Read More →

Late-stage negotiations are often defined by tension. The broad contours of the deal are clear. The economics are understood. Each… Read More →

When I stepped into procurement, I thought I had a pretty good handle on negotiation. I knew how to challenge… Read More →