Sound Management Principles Build Great Negotiators

We’ve all seen the pictures of negotiators sitting at the table — one team facing off against the other. Importantly, each team almost always includes at least several individuals. Often, in fact, each team includes multiple players, each of whom may play a...

Keep Eyes, Ears Open When Negotiators Are At Work

How can you tell if your front-line negotiators are on track or if they’re running a big risk of messing up? This question is especially important early on for managers, when they may want to revise their team’s strategy and/or just avoid wasting their team’s time and...

Change The Behavior Of Your Front-Line Negotiators

“I’m frustrated,” some managers tell me. “We provide negotiation training. We create negotiation best practices. We attempt to manage to them. But many of our front-line negotiators still resist negotiating strategically and just keep doing it instinctively. “I know...