Negotiations often come down to one issue: one side wants change, while the other prefers the status quo. The current US tariffs highlight this dynamic. No matter your political views, this situation provides an interesting case: How can negotiators alter or preserve the existing state of affairs?.....

Finally, AI for negotiators that makes sense. We’ve spoken with many negotiators about how they currently use AI, and their practices and tools vary widely. One thing has become clear: There haven’t been any tools specifically designed for negotiators — until now......

Not long ago, we were working with a customer to build a negotiation performance plan for their sourcing team. At the last minute, their Chief Purchasing Officer was replaced. Naturally, our deal was paused while the new CPO got up to speed, but we didn’t sit idle. We acted......

Recently, I was speaking with a new prospect about a challenge he was facing. He said, “I need your negotiation training to teach my people to be more combative!” I was puzzled, so, I asked him to clarify.....