Negotiation

Respond, not react

Negotiating instinctively – inspiration, blind habit or recklessness? Being unaware is negotiating death. Instinct feels right, feels free, feels unpredictable, but there is no escaping a pattern. There is no...

Here I negotiate, ready or not…

If 80% of the outcome of a negotiation can be attributable to the preparation, then quick footwork when face to face must account for the rest. Right? The popular culture...

Open confusion

Open questions are the most well-defined but least understood or used skills. People intend to, and believe they do use them, but a closer inspection often shows their language is...