The Deal Whisperers

Most negotiators are familiar with the concept of “the balcony.” The idea is that during negotiation sessions someone on your team stays in ...

“What will it cost?” A seemingly simple question, but one subject to potential misinterpretation. In negotiation, communication will be the ...

One of the most fundamental errors negotiators make when trying to address a new issue or solve a problem is failing to establish with the o...

Recall the most difficult negotiation you’ve ever had. Chances are your recollection is of a conference room full of tension. The people ...