The Deal Whisperers

Difficult negotiators often bring a lot of emotion to the table: bluster; frustration; accusations. Such behavior can make discussions ineff...

Want to improve your relationship with a business partner? Try this exercise with your negotiation team: List five adjectives to describe wh...

The fact that someone plays golf makes them a golfer; not necessarily a good golfer. Likewise, the fact that someone negotiates as part of t...

"Everybody has a plan 'til they get punched in the mouth." Mike Tyson Hard to believe a Mike Tyson quote would have relevan...

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 ...