Add Yahoo as a preferred source to see more of our stories on Google. Most negotiation advice assumes you’re dealing with rational adults operating in good faith. In reality, you’re often negotiating ...

Negotiation is an intricate dance of strategy, psychology and skill. Success often hinges on the ability to balance confidence with a strategic mindset. But confidence can be both an asset and a ...

Here’s how to avoid reactive dealmaking by Jonathan Hughes and Danny Ertel When we advise our clients on negotiations, we often ask them how they intend to formulate a negotiation strategy. Most reply ...

So the paper is still fair game and, IMHO, worth revisiting. To give you a sense of the study, I’ll quote directly from the Berkeley press release: “‘Women are uniquely confronted with a tradeoff in ...

Chris Voss, former FBI hostage negotiator, discusses the importance of making a strong first impression and applies it to international kidnapping negotiation strategy.