5 articles in this category
You have made your first offer. The other side counters. Now what? Most negotiation advice focuses on the opening number—the anchor—but the real game ...
The Hidden Architecture of Influence: Why Unspoken Hierarchies MatterEvery negotiation, every strategic alliance, and every cross-functional project o...
If you already know how to drop a number first or frame a value proposition, you've also felt the sting of an anchor that backfired—where the other pa...
Beyond Deadlines: The Strategic Philosophy of Temporal ArchitectureIn my practice, I've moved far beyond viewing time as a simple linear constraint. T...
Beyond the Opening Bid: Why Most Anchors Fail to HoldWhen I first started advising on negotiation strategy, I, like many, focused on the power of the ...