Deception has long had a place at the negotiating table.  Used appropriately, it can be an effective tool for getting […]

As we all know, being skillful in the art of negotiation is absolutely critical to your success in business. So […]

  Conventional wisdom cautions that deal makers who make the first offer in a negotiation run the risk of showing […]

Much of the griping I hear from other business owners is about how the work effort of their employees is […]

Effective negotiators must strike a delicate balance between being aware of emotions, yet not becoming too emotional.  It’s critical to […]

Lately, when I attend local business meetings, I hear complaints about the economy, or trouble attracting high-paying customers, or a […]

A successful negotiation in today’s business climate is more than walking away with the best possible outcome, it’s about maintaining […]

A fundamental issue in any negotiation is who should make the first offer. What does the psychological research and negotiation […]

Protegrity Advisors recently published a Long Island M&A Report, highlighting the strong M&A activity on Long Island, even as the […]

A new research study confirms what many of us have suspected: anxiety about a negotiation is likely to work against […]

To encourage the negotiators they supervise to do their best, managers routinely rely on performance benchmarks, the promise of bonuses, […]

Decades ago, Richard Nixon popularized the “madman theory” of negotiations. It suggested that demonstrating a willingness to consider “madness”in action […]