Your “bottom line” isn’t a boundary—it’s a psychological loophole. Rebrand it and stop sliding into the worst possible deal.

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...

Sometimes critical business lessons are learned outside of a business environment—and in remarkably simple situations. Such was the case for Prof. Jeanne Brett, Director of Kellogg's Dispute ...

Here’s how to avoid reactive dealmaking by Jonathan Hughes and Danny Ertel When we advise our clients on negotiations, we often ask them how they intend to formulate a negotiation strategy. Most reply ...