“Do you negotiate everything?” a friend recently asked me. “And even if everything is negotiable, should you? When and where should you turn it off?” These questions raise critical issues all negotiators should consider. First, let’s define what we mean by...
I have been accused by my wife on occasion of negotiating too much – and she is right. Even though I enjoy the process immensely, sometimes I spend too much time and effort trying to get the absolute best deal when I might be better off just walking away or graciously...
