Typical scenario: a businessperson is preparing for high-stakes negotiation. I ask them what their plan is for the first few minutes of the negotiation. They tell me that they are not going to say ...

When it comes to a successful negotiation, which is more important: strategy or skill? The definition of the verb, negotiate, is to “deal or bargain with others, as in the preparation of a ...

Negotiating a higher salary may make you feel like you're overstepping or asking for too much. But the reality is that standing up for what you deserve is perfectly acceptable and even expected in ...

Brinkmanship is a strategic negotiation tactic to gain an advantageous position that could escalate the conflict. The strategy is common in diplomacy, business, and even daily negotiations.

Too often salespeople and entrepreneurs listen to bad advice about hard-core negotiating tactics. In reality, those who are peak performers at negotiating show a lot of style and grace under ...

Prospective employees have the most negotiating power before they formally accept a job offer. Agreeing to a first offer without countering is often a mistake. Use salary research to push for a ...

If you find that you break into a cold sweat just thinking about negotiation, whether tackling a talk about your salary, bartering for cash off your first car or even just deciding what to watch ...