Shorter reflections, LinkedIn series, and commentary on events, trends, and questions we encounter in our daily work. With the occasional book spotlight. Think of this as our notebook — where ongoing questions meet fresh observations.
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 so…
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 …
Emotions in Negotiation — A Secret Weapon or Hidden Saboteur?
Ever been told to “leave emotions out of it” for your negotiations? It’s common advice, but here’s the truth: Emotions don’t vanish just because you t…