Latest Posts
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What Is Urgency Costing You?
When everything feels like it must be done now, you risk: Sometimes speed is necessary, but if every negotiation feels urgent, you’re leaving untapped value on the table. Slow down, plan properly, and watch how your outcomes improve.
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Are You the “Wimp” in Wimp-Win Negotiations?
If both parties in a negotiation end up better off than before the deal, that’s a win-win, right? Wrong. A common misconception about win-win leads some negotiators to aim low, focus on their break points, and rush to compromise without fully advocating for their interests. The other party gets a favorable deal (the “win”), while
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Don’t Overdo the Poker Face: Why Nuance Matters in Negotiation
I enjoy the occasional poker game. There’s something fascinating about the strategy, the reading of subtle cues, and the delicate balance of risk and reward. It’s a game that sharpens your ability to analyze others, manage your emotions, and think a few steps ahead — skills that undoubtedly translate to the negotiation table. But there