5 articles in this category
The Hidden Cost of Unstructured ConcessionsIn high-stakes negotiations, every concession carries a hidden cost: it not only reduces your immediate pos...
In nearly every negotiation, parties exchange concessions. But the difference between a mediocre deal and a great one often comes down to which conces...
Every negotiator has felt the sting of giving away something valuable for little in return. The default instinct is to guard every concession as a los...
Every negotiator knows the feeling: you give ground on something that costs you little, and the other side treats it as a major win. But what if that ...
Beyond the Concession List: Why Linear Bargaining Fails in Complex DealsIn my practice, I've witnessed too many brilliant strategists reduced to react...