News & Insights

Most negotiators agree that if the deal is important enough it should be negotiated in person. However, because of COVID-19 concerns this has changed overnight. For the time being, videoconferencing will have to bridge the divide. Although videoconferencing […]

In every negotiation, information is power. Information is leverage. Information allows us to create better, value-creating deals by helping us understand the underlying needs and interests of each side. This become much more difficult in

I was hopeful that the upcoming supplier pitch to add a new product to the line would meet our retail client’s expectations.   We had been working with the retailer to implement a new process for

Would you rather earn $50,000 or $100,000? It turns out the answer is very different depending on the salaries of others. A Harvard study found that over half its’ respondents would prefer to live in

As I was negotiating a deal for two parties that had the potential to create a real win-win for both, I found myself continuously irritated by the person on the other side of the table. 

Avid fans know, at the end of this season’s Game of Thrones, we find House Lannister having killed or alienated all of its allies, just as the final battle for dominance of Westeros looms ahead.

My negotiations students often hear me say “information is power”.  The more information you have, the more likely you will get the outcome you desire.  This is why successful negotiators spend so much time preparing for and asking

The Alliance for Bangladesh Worker Safety was formed in July 2013 to raise safety levels in the ready-made garment industry. In that time it has inspected over 600 factories and trained over a million workers with measurable