REAL-WORLD INSIGHTS
When negotiators hear an ask we don't like, we typically attempt to contest it, reduce it, or make it go away entirely. In practice, that reaction often does the opposite of what we intend: It hardens positions and turns a workable negotiation int...
When we decided to host a webinar on using AI in negotiations, we knew that nearly everyone in our audience was already experimenting with it. We also knew that very few people felt confident that they were using it safely or in a way that actuall...
Cooking can be compared to negotiating. What makes the difference between "pretty good" and "great"?
A friend of our youngest son, nearing the end of his first year at a mid size accounting firm, asked for advice on negotiating his salary. He wanted a rise but wasn’t sure where or how to pitch this to his employer.
