Desperation is a good look on the football field if you want to impress the coach. However, in negotiating there… Read More →

Late last week, while busily preparing our response for an RFQ, I was met with a series of interruptions from… Read More →

[image not found] Politician-“bashing” has become all too common. I do not want to add to the volume of criticism,… Read More →

This is a valuable technique when faced with demands from the other party. It combines structuring their expectations with a… Read More →

There are a number of dilemmas we face as negotiators. In part 1, we firstly look at whether we should… Read More →

The dilemmas continue in Part 2: Do we make the first proposal or respond? Do we bluff or not? And… Read More →