A couple of weeks ago, I wrote an article about how to deliver the bad news in a negotiation. Someone in one of our negotiation training classes asked, “But why are people hiding the bad news in the first place?” Great question! ​​​​If we understand the reasons we hide bad news, we can get better at.....

Price is often what people focus on in a negotiation. It’s easy to measure, easy to compare, and easy to argue. But focusing only on price reduces a negotiation to a zero-sum game. Instead of simply pushing for more or resisting change, negotiators should look at what price represents and take the.....

Negotiators love to build momentum. There’s a natural tendency in a negotiation to start with the easy issues — but there’s a trap in this approach. When the toughest issues are left for last, negotiators often run out of time and leverage, and they’re forced to accept bad choices, which leads to.....

The latest round of tariffs has set off a flurry of reactions across industries — some rational, others reactionary. Businesses are scrambling to adjust, and in some cases, making decisions that could cost them dearly when the dust settles. But if history has taught us anything, it’s that trade wars.....