5 articles in this category
Every multi-party deal has a moment when someone says, “I thought you were handling that.” The obligation was written down — somewhere — but it lived ...
Multi-party deals are notoriously complex, often collapsing under misaligned incentives, hidden veto powers, and fractured communication. This guide d...
Understanding Escalating Commitment in Multi-Party DealsEscalating commitment—the tendency to persist with a failing course of action—is p...
Introduction: The Illusion of the Bilateral DealIn my practice, I've witnessed too many brilliant negotiators craft what they believed was a perfect, ...
Beyond Facilitation: Why Deadlocks Demand a New CalculusFor over a decade, I've been the person called when complex, multi-party negotiations hit an i...