One of the most critical aspects for any negotiation is planning, which is a subject worthy of its own blog post. Part of the planning process includes assessing power and leverage of the parties who will participate in the negotiation. Power and leverage are not...

What was really going on in the “Crazy Rich Asians” Mahjong scene (film based upon international best selling novel by Kevin Kwan), and what it can teach us about communication, rapport building, leverage (and whether to use it), negotiation, strategy, and...

We live in a culture in the U.S. where people shy from negotiation. When “No Haggle” car purchasing policies were introduced some years ago, they were warmly received by consumers because of the dread of negotiating (though these policies naturally yield...

Reciprocity Effect is extremely alluring, and one of the most powerful and difficult cognitive traps to resist. It’s very simple: if someone does something for you, you’ll naturally want to do something for them.When you offer something for free, people feel a sense...

We won’t sugar-coat it: Harassment claims destroy lives - even when valid, even when vindicated. But it matters a lot to people to feel that their workplace is safe. The #MeToo movement raises deep-rooted complexities. “Men could be falsely accused of harassment or...