“Sometimes they can be just so stupid! Why does the other party act the way they do? Whatever happened to common sense?” It’s all too familiar. Another way to think of this is: “what am I missing?” When ‘their’ behaviour doesn’t match our logic, its easier to call out their behaviour, take a superior position, […]

How do people differentiate between fake and real news? And if we are in a negotiation, how do we apply our bullsh!t meter to detect spin, distraction or straight deception? From the other side of the table we might ask: how do we propagate inaccurate beliefs? How do we affirm a false sense of accuracy […]

To ‘win’ in a negotiation, you must be in control. Is this true? (Yes…business requires strong leadership) Is this absolutely true? Well, sometimes strong leaders fail. Control can’t be effective in every situation, can it? Most business negotiations will be about 3 things: the returns to the business, the management of risk, and the security […]