Shorter reflections, LinkedIn series, and commentary on events, trends, and questions we encounter in our daily work. Think of this as our notebook — where ongoing questions meet fresh observations.
Breaking the Mold
Most firms approach negotiations with “standard structures” — time-based billing, contract templates, or annual agreements. And while these structures…
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…
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…