A negotiation isn’t an argument, but a back-and-forth between people. Here’s how to think differently about your approach to the table. No matter how much you hate it, negotiation is an unavoidable ...

Everyone must negotiate at some point. A new hire must negotiate her starting salary. A sales professional must negotiate the best price with a customer. A business owner must negotiate the best ...

All negotiators should build a value case for the positions they would like the other side to accept. As a buyer, you would like the seller to understand the value of doing business with you because, ...

Lawyers have broad discretion in deciding how honestly to behave when negotiating. A new study surveyed U.S. lawyers to determine the degree to which honest disclosure is associated with their moral ...

When you start negotiating—to hire someone, to put a partnership together—it’s human nature to want to seal the deal. But sometimes failure is more valuable than victory. Failure to Hire I first ...

There is much that the latest developments in neuroscience can teach legal professionals about negotiations. This is particularly true when it comes to how people process information and make ...