“I can’t believe they want to negotiate every single point,” my client said. “It makes no sense. These are standard terms, and many of their changes represent no functional difference.” What can you do when facing someone who wants to negotiate everything – even...
I have been blessed over the years with many negotiation counterparts who have exhibited tremendous skills. While some sat across the table as adversaries, some at the table as potential partners, and some behind the table working through agents, the best brought to...
It’s been a tough month. I lost a close friend to a two-year battle with pancreatic cancer. My 85-year-old dad went in for emergency surgery (which was successful). And I just saw a cousin who last year lost his 34-year-old son (my cousin, too, obviously) in a tragic...
